IBM is currently hiring a Systems z Software Sales Leader to assist our largest clients in exploiting emerging technologies such as Hybrid Cloud, DevOps, and Blockchain in a mainframe environment. This role will be responsible for driving team performance in order to meet revenue growth, and client commitments, as well as long term client satisfaction. As a First Line Manager, this role will inspire the team and drive a culture of sales eminence and deliver client value. Key Responsibilities:
Maintain a high level of Hybrid Cloud, DevOps, and Blockchain solution expertise and competitive intelligence with knowledge, experience and a history of results in selling transformative solutions in a mainframe environment.
Guide team members to identify decision makers and targeted leads in order to initiate the sales process and deliver real business value to information technology buyers as well as line of business executives and buyers
Lead and communicate the sales strategy to motivate employees, create a high-performing and collaborative environment
Help drive pipeline by creating programs, new offerings in support of key initiatives
Provide regular updates to management team regarding opportunities, trends and challenges
Establish and maintain department procedures; provide feedback and make suggestions to management team; strive for continuous improvement
Develop and maintain effective relationships with all extended teams; ensures communication across key departments and leadership teams
Cultivate C-level client and supporting relationships to develop insights into market needs, client pain points and client buying behavior to create and deliver value propositions that respond to the client's value drivers
Demonstrated people management skills - effective listener and communicator; ability to train, mentor, and coach individuals at various stages of development
Ability to understand business problems and provide guidance to the sales team on strategies which will produce winning solutions distribution industry
Ability to evaluate competitive situations and apply appropriate sales tactics
Ability to lead and communicate creative sales strategies which motivate employees to drive and close new business opportunities
Ability to build and maintain relationships with all levels across the organization
Apply an understanding of different Industries, including industry trends, industry KPIs and financial measurements and key industry players and competitors to deliver solutions that address client needs.
Ability to work in complex, matrix managed organizational environment
At least 5 years’ experience with Hybrid Cloud, Devops, API technology, and/or Cognitive Solution Software Sales
At least 3 years’ experience in a Sales Management or leadership role for a large matrix technology organization.
At least 3 years’ experience in Sales as an individual contributor
At least 2 years’ experience in Account Planning, Pipeline Management, Forecasting, and Cross Organizational
Sys SW Sales