IBM is on the forefront of cloud and the leader of Hybrid Cloud. With virtually all clients expected to adopt some form of cloud strategy, opportunity for personal growth and success in this role is high. IBM continues to reinvent itself as it focuses on client's IT needs that solve real business problems. IBM's Cloud and Cognitive Solutions are changing industries, especially the Hi-Tech, Electronics Industry. IBM is making a difference in the world by enabling clients to tap into knowledge and insight not available before. Joining IBM's sales team is an awesome opportunity to grow your talents and challenge yourself as IBM continues to transform in the hottest industry today. IBM is seeking a Cloud & Cognitive Solution Sales Executive – Electronics Industry, Industrial Markets who will be the senior sales leader on an established client base, and will be paired with the Cloud & Cognitive technical leader embedded within the account team. The successful candidate will be accountable for sales attainment of IBM’s Cloud & Cognitive portfolio against a revenue target and signings target. In addition, the candidate is responsible for Cloud and Cognitive account strategy including opportunity identification demand creation. They will serve as Opportunity Owners on major cross offering Cloud & Cognitive pursuits and cultivate long term relationships with our clients.Additional Responsibilities include:
Leading Cloud and/or Cognitive Subject Matter Experts (SME) from the Business Units to align on opportunities and ensure proper lead passing to Business Unit specialists
Differentiate IBM Cloud & Cognitive solutions and our competitors
Ensure contractual framework exists for Cloud & Cognitive solutions (e.g. Cloud Service Agreements are in place)
The successful candidate will work with our Cloud Services Sales teams, Cloud Software Sales teams as well as Integrated and Industry account teams and will be passionate about the Hi-Tech, Electronics industry, Digital Transformation, Internet of Things, Artificial Intelligence and Enterprise Architecture. Industry experience includes a minimum 5 years’ sales experience at the C-Level in the Hi-Tech, Electronics Industry.Competencies include:
Strong Sales leadership skills
Ability to collaborate with teams within IBM and partners externally.
Creative problem solver and open to change.
Ability to work in complex, matrix managed organizational environments
Strong Presentation Skills
Strong Communication Skills both verbal and written
This position will be located on the West Coast.
Expert level in Cloud and / or Cognitive solution - DevOps, Hybrid integration, Bluemix IAAS and PaaS, and Cognitive solutions
Experienced level skill of PaaS based services on BlueMix - Watson, Cloud Data Services, IOT, and Blockchain
Experienced level vertical industry knowledge. Ability to articulate business models, value, pricing, terms
Experienced level skill in Design Thinking & Agile methods
Ability to build and lead Cloud & Cognitive account strategy including articulation of IBM’s unique value to the c-suite
Able to envision opportunities and create strong value propositions—helping client identify high-value C&C entry points (e.g. new applications, transforming existing applications, or starting a cloud sandbox)
Cloud SW Sales