The Sr. Cloud Architect - Business Development is a territory based sales position responsible for meeting/exceeding key sales business and reporting requirements by performing territory management, demand generation, customer sales engagements/presentations, negotiations, and customer relationship management.Responsibilities:
Engage in pre-sales activity directly with line of business executives to understand their key challenges and demonstrate price solutions that fit their needs, building solutions using IBM Cloud portfolio.
Demonstrate the ability to understand, provide face to face (f2f) demo capability, as well as sell and negotiate cloud Infrastructure as a Service (IaaS), Cloud Managed Service Offerings (CMS) and Hybrid Cloud related solutions.
Present IBM Cloud proposed solutions in a professional business environment, demonstrating salesmanship utilizing a consultative approach.
Demonstrate customer facing experience in selling, progressing and closing complex and often transformational solutions.
Develop and present technical solutions and configurations for infrastructure as a service with our clients including cloud instances, storage, networking, OS, database and managed services.
Engage directly with IT and/or C-level executives to understand their key challenges and demonstrate and price solutions that fit their needs for IaaS/PaaS based solutions.
Develop and execute tactical and strategic sales strategies that leverage existing client relationships, drive win plans that capitalize on or create compelling events and highlight IBM's differentiation to ultimately win the business.
Lead cross discipline teams towards a common vision while operating effectively in a matrixed environment.
Consistently deliver on assigned revenue targets and objectives.
Support cloud sellers in the identification, validation and qualification stages of the sales cycle.
Assist solution architects in conveying client needs in an effort to design proper cloud offerings and solutions.
Knowledge of IBM Cloud Services portfolio in addition to proven knowledge of the cloud services marketplace.
Technical skills sufficient to enable quality cloud offering portfolio selection and
Conceptual/preliminary solution designs.
Ability to maintain positive IBM internal relationships with a matrixed set of peer sales and support organizations will be required in order to maximize IBM overall cloud sales efforts.
Must be able to manage a specific sales territory and work with other sales and support teams to achieve territory sales.
Must be able to perform prospecting, demand generation and opportunity harvesting in assign territory.
5+ years architecting solutions of customers, leveraging cloud related portfolios from IBM, and/or other industry providers.
Deep technical hands on deployment level skills in [insert multiple related software products or competitors]
2+ years integrating solutions comprised of XaaS, software, and services
2+ years in Deployment, data center management, IT, or operations
Cloud SW Sales