Technology Seller (TSR)

Introduction

Your Role And Responsibilities

Responsibilities Include

• Being curious about your client’s business and industry, spending a significant amount of time researching your client, the industry, competitors and relevant technology
• Growing trusted relationships with the client through visibility and being present with them frequently
• Building account plans and determining areas for IBM Technology revenue growth by engaging all all stakeholders within IBM
• Manage, coordinate and leverage Partner ecosystem resources, if applicable, to drive business value for the client.
  

• Leading the IBM and Ecosystem team through the end-to-end sales process to progress and close opportunities with a competitive mindset
• Identifying, assessing and closing new business opportunities across portfolio for assigned accounts.
  

• Developing and progressing pipeline in prioritized specialty area and across portfolio to grow existing accounts
• Prospecting and generating strategic opportunities while balancing long-term and short-term opportunities
• Successfully managing client support teams for mapped accounts to support renewals and expansion
• Positioning the value of IBM’s technology portfolio in enabling client strategy versus the competition
  

Preferred Education

Skills Required

Required technical and professional expertise

• Strong sales execution experience and client engagement skills
• Ability to advise clients on the technical architecture needed to address their business requirements
• Differentiate IBM in context of Client's industry
• Industry, business, and finance acumen to identify and progress opportunities Top
  

KPIs

• Achieve Revenue Growth for Software portfolio
• Achieve Revenue Targets for Infrastructure and Infrastructure services portfolio
• Sales Plays execution
• Client NPS and qualitative feedback
• Red Hat Single Year Booking (SYB)
  

Preferred Technical And Professional Experience