Technology Sales Specialist

3 weeks ago

Montréal, Canada IBM Full time

**Introduction**
A Technology Sales Specialist role (what we internally call a, 'Brand Sales Specialist') within Automation means working for a leader in AI-Powered products. Envision helping clients create a world with less repetitive work and more innovative decisions. Less unplanned downtime and more proactive insight. And less waiting on systemsSo that their employees can invest more time on the work they love. Join us and co-create with clients on solutions that makes people more productive and improves business performance, so that they can change the world at a scale not previously possible.

**Your Role and Responsibilities**
As a Brand Sales Specialist you'll work closely with clients to develop relationships, understand their needs, earn their trust and show them how IBM's industry leading solutions will solve their problems whilst delivering value to their business.

We're passionate about success. If this role is right for you, then your achievements will mean that your career is flourishing and our clients are thriving. To help ensure this win-win outcome, a 'day-in-the life' of this role may include, but not be limited to
- Managing a dedicated client set and defining, confirming, and communicating the differentiated value of IBM's technology at both the technical and business level.
- Using your solution-selling expertise you'll be identifying and engaging decision makers and influencers, qualifying business opportunities, and responding to clients' needs to create strategic, long-term partnerships.
- Managing the entire sales process, from RFI / RFP response preparation, and ensuring delivery against KPIs, with a strong emphasis on new business sales, while expanding existing accounts.
- Collaborating with the broader IBM sales ecosystem, from Marketing to Sales and technical colleagues, to IBM Business Partners, to build sales campaigns and incremental pipeline.

Responsible for achieving quota based business results for the IBM Automation Software portfolio. The IBM Automation portfolio is focused on delivering the Automation of the Digital workforce for our clients, with a comprehensive and integrated platform that includes the former Business Process Management, Rules Management, Enterprise Content Management and Capture solutions from IBM, plus Robotic Process Automation (RPA) and Artificial Intelligence technology to deliver the Digital Worker vision, providing a complete set of integrated capabilities covering the whole digital labour cycle, with a unified user experience and in a simple and flexible licensing model.

**Required Technical and Professional Expertise**
Strong background and experience of Process Management solutions, RPA, Data Capture
- 5+ years Sales experience in business automation technologies
- Consultative selling skills on business transformation through process management. Experience leading discovery workshops to understand client paint points and use cases for Automation
- Understanding of Kubernetes and OpenShift, Micro-services architecture benefits and open source technologies is a plus
- Excellent communications and presentation skills
- Architectural Thinking
- Design Thinking
- Developing Applications and Architecture
- Minimum 5 years of professional experience in the IT industry
- Solid understanding of IBM Hybrid Cloud, IBM Middleware and IBM Automation Technologies,
- Project Management
- Strong Oral and Written Communication, and Presentation Skills
- Creative thinking and Problem solving skills

**Preferred Technical and Professional Expertise**
- BS in Computer Science/Computer Engineering, Science, Math or equivalent experience
- At least 3 years of experience in a direct customer-facing sales role
- At least 2-3 years of experience selling/implementing IBM Hybrid Cloud, IBM Middleware and IBM Automation Technologies,
- Experience with IBM Cloud IaaS & PaaS
- At least 1-2 years of experience in ecosystem sales engagment
- At least 3 years of experience with at least one database technology (e.g., Oracle, DB2, Microsoft SQL)
- Understand API models, XML, Web Services, RESTful Architectures
- Production Analytics Implementation Experience in projects with considerable data size (TB/ PB) and complexity

**About Business Unit**

IBM is transforming enterprises in Business and IT Automation with strong offerings in three sub segments - Business Automation, Integration, and AI Ops. Working at IBM means an upward career trajectory in a market leader that's expecting double-digit growth in all segments. Join the Automation team and experience thriving opportunity. For you and your development, and our clients' success.

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.
Being an IBMer means you’ll be able to learn and d

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