Storage Sales Executives rely on proactive technical sales support during the sales process. IBM’s Technical Sales Team engage with clients or prospect as to how IBM solutions can support key business challenges through to implementation of the solution to supporting the technical teams internally. The technical sales representative works collaboratively with the client to customer to ensure world class architecture and delivery of a solution helps clients exceed their business objectives.
Scope of Role:
This role is focused on working with sales specialists and help drive a business around data protection solutions and modernization by delivering sales presentations, product demonstrations and product roadmaps as well as developing future state plans and migration strategy.
Works with Market Storage Sales Team to develop and implement specific account penetration strategies.
Be able to present the IBM technical vision and offering strategy to across the solution offering to all levels across the customer internally and externally e.g. technical or business leads.
Own the delivery of technical briefings for solutions and/products for external and internal customers/partners including proof of concepts/demonstrations when required.
Conducts research, answers questions and helps to handle objections that arise during the sales process.
Is a technical expert and consultant that helps to develop and propose solutions that meet the technology and business requirements of clients.
Serves as a trusted technology advisor to clients and serves as an internal resource on technical issues or specific business applications.
Recommend the right data protection solution and strategy for a client or prospect by having knowledge of solutions in the market place and the clients/prospects needs.
Maintain product/solution expertise of market trends in aligned technology including detailed understanding of the competition
Anticipates technology and/or market trends and provides guidance on their application to external clients and feedback of business requirements back into IBM Offering Management and IBM Marketing.
Configures and documents IBM Spectrum Protect / Protect Plus software, hardware and service solutions to meet client and sales objectives.
Qualifies sales opportunities in the terms of customer technical requirements, competition, decision making process and funding.
Successfully builds relationships with the account team, partners and customers in support of sales team objectives and engages and leverages corporate resources and abilities.
Engage in social media / digital marketing awareness efforts around IBM data protection products, portfolio and thought leadership.
Social media engagement
Ability to provide competitive responses in the field of data protection.
Required Technical and Professional Expertise
5+ years of technical sales experience,
Knowledge in data protection products/solutions required, either from the IBM Spectrum Protect Portfolio or competitor product lines.
Knowledge of distributed computing, virtual memory subsystem and scale-out storage architecture is a plus.
Demonstrated written, oral and presentation skills with the ability to discuss technical concepts to a variety of audiences, including executive level and technical decision-makers.
Self-motivated leader, highly energetic, with a strong hands-on, can do approach.
Preferred Tech and Prof Experience
5+ years of sales engineering experience,
Expertise in data protection/data management products/solutions required, either from the IBM Spectrum Protect Portfolio or competitor product lines.
Demonstrated ability to develop and execute strategic initiatives.
IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.