IBM

Technical Sales Manager: Data, AI and Automation

IBM

September 14, 2021

Introduction
At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. To lead in this new era of technology and solve some of the world's most challenging problems.
Your Role and Responsibilities
As a Data AI & Automation Technical Sales Manager in the Financial Services Market, you will be expected to work with customers, partners, Sales and Technical Sales Managers and Leaders in North America, in the Financial Services Market and with Marketing/Offering Management to achieve the IBM Data AI & Automation Software revenue targets. Focus will also include support of Deployment at identified customers, and development of effective Sales and Technical Sales Accelerators to communicate IBM's value proposition for IBMs Cloud and Hybrid Cloud Strategy as well as the Data AI & Automation Portfolio.
Your work, and your team's work, will concentration on top opportunities to win clients/customers hearts, minds and commitment to Data AI & Automation solutions on Hybrid Cloud Platforms. Including IBMs Cloud, Amazon AWS, Microsoft Azure, Google Cloud Platform and other public cloud environments. You will be responsible for collaborating with IBM sales teams to define, design, and detail the technical aspects and feasibility of proposed solutions. You and your team will deliver solution workshops, product demonstrations, technical education, and Proof of Concepts. You will support technical escalations, design solutions, and answer technical questions throughout the sales process in order to progress and close sales and develop customer relationships. You and your team will assist the IBM sales team with quantifying the value proposition of our solutions with clients. Development of skills and Sales and Technical Sales Accelerators that engage clients in forming a vision for IBM offerings and build their confidence in purchase and adoption is an expectation. You will lead a matrix of Technical Sellers assigned to Data, Artificial Intelligence IT and Business Automation portfolio.
Client satisfaction is critical to retaining and growing investment in Data AI & Automation software. You will need to assign skilled and experienced Technical Sellers to situations where client satisfaction is at risk in a timely manner, and with the expectation that clients will transition to IBM Services for longer term success and leverage Client Value programs. Support of partners will be appropriate from time to time.
Development of talent covering Data AI & Automation offerings will be critical to longer term success, and you will collaborate with North America and Worldwide teams to continuously enable your team. In addition, you should lead your team in adhering to IBM internal policies such as asset management, business conduct guidelines, security and others as required or introduced. You should ensure that activities required to support IBM’s processes are performed in a timely manner (i.e. Checkpoint assessments, FMS Incentive Plan Letters and commission payments, etc).
Required Technical and Professional Expertise
  • Ability to lead Technical Sellers working independently in a mobile environment covering clients across North America to achieve these key goals:
    • Create/identify new revenue opportunities and participate in Technical Opportunity Identification
    • Successfully deploy Data AI & Automation software to "burn down" ELA content
    • Ensure investment in relevant skills development
    • Create and update Technical Accelerators that create client vision for IBM solutions
    • Collaborate with Sellers and Technical Sellers in North America Markets
  • Demonstrate effective Coaching and Mentoring Skills
  • Taking initiatives to collaborate with teams in Markets to support clients in adopting Data AI & Automation solutions, driving team members toward the common goal of winning business and deploying Software
  • Ability to articulate the technical benefits of IBM's Data AI & Automation products, solutions and services to all levels in customer's organization
  • Ability to identify the client’s business and technical requirements and leverage IBM methodologies (Design Thinking, Gap Analysis) to communicate findings
  • Ability to build and maintain relationships with key decisions makers and influencers within North America Client base
  • Ability to develop and deliver compelling demonstrations, proof of concepts, prototypes, and other pre-sales assets which tie IBM solutions to Customer Value
  • Competency in post-sales tool and programs to advance deployment and develop client references
  • Understanding of Data AI & Automation solutions, and their role in a client Journey to Cloud, at a high level. Ability to position value props for these products with clients.
  • Ability to provide technical assistance for marketing activities, especially Virtual Selling activities. Also User Group Meetings, Executive Briefings, Meet-ups and Trade Shows

Preferred Technical and Professional Expertise
  • Prior experience leading Technical Sellers
  • At least 3 year’s experience in Data & AI OR Automation software
  • Demonstrated technical and business value aptitude
  • Demonstrated customer-facing, presentation, written communication, and interpersonal skills
  • Track record of successful client wins involving IBM Software solutions and/or significant deployment success
  • Ability to articulate the technical benefits of IBM's Data AI & Automation products, solutions and services to all levels in customer's organization
  • Ability to identify the client’s business and technical requirements and to convert these into Opportunity Identification

About Business UnitIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
Your Life @ IBMAre you craving to learn more? Prepared to solve some of the world's most unique challenges? And ready to shape the future for millions of people? If so, then it's time to join us, express your individuality, unleash your curiosity and discover new possibilities.
Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change – to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.
It's time to define your career.
About IBMIBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
Location StatementIBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:
  • 12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.
  • World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.
  • Well-being programs to support mental and physical health.
  • Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).
  • Select educational reimbursement opportunities.
  • Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.
  • Giving and volunteer programs to benefit charitable organizations and local communities.
  • Discounts on retail products, services, and experiences.

This position is eligible for participation in an IBM sales incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change.
We consider qualified applicants with criminal histories, consistent with applicable law.
US Citizenship required.
Being You @ IBMIBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.