Sales Leader- Application Modernization

Introduction
At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, let's talk.

Your Role and Responsibilities
At IBM, our clients have the future in mind. Our job is to help them get there. As part of IBM’s Data and AI sales team, you will work with clients as they transform organizations and entire industries, which means you have a hand in changing how the world works. We’re driven by more than just selling solutions. We want our clients to succeed.

As an IBM Application Modernization BPS-T Sales Leader, you will:

1. Execute Sales Plays for Cloud Pak for Integration, Cloud Pak for Applications and DevSecOps solutions.
2. Support solution co-creation with Business Partners and sellers and provide use case expertise for portfolio of Application Modernization and Automation offerings.
3. Own and Progress Account and Client Relationships, Sales and Software License and SaaS Subscription Revenue.
4. Annual Target Revenue and Signings – Meet or exceed quarterly and annual revenue and signings targets with an emphasis on value-based selling.
5. Sales Strategies – lead the way to align IBM Application Modernization portfolio with the client’s strategic objectives – together with sellers in territory, develop account plans to ensure revenue and signings target delivery and sustainable growth, relationships in new and existing clients.
6. Trusted Advisor – Establish strong management and CXX relationships based on knowledge of client requirements and commitment to value.
7. Client Activities – together with sellers in territory, actively understand each client’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Negotiate access to key decision makers and facilitate meetings with IBM executives and Business Partners.
8. Territory and Account Leadership – develop a pipeline of viable opportunities that exceeds quota and keep abreast of every prospect in your territory.
9. Business Planning – develop cooperative closing strategy and tactics with sales management.
10. Build, share and coach sellers on best practice sales and negotiation skills, sell value and up sell and cross sell to client base.
11. Maintain internal CRM system with accurate client and pipeline information.

Required Technical and Professional Expertise

• Direct, face to face customer selling experience.
• Strong understanding of the following verticals: IT Operations, DevOps, Site Reliability Engineering, Application Monitoring, Enterprise Integration, Enterprise Service Bus, Event Based Architecture, Kafka.
• Proven ability to articulate and deliver compelling, industry-aligned narratives aimed at solving business challenges across the entire c suite.
• You demonstrate expertise in building business cases which clearly articulates value and differentiation at all levels of your customer organizations.
• Strong collaboration and negotiation skills with ability to lead the collaborative process with both client leadership, IBM’s sales leadership and Business Partners.
• Excellent interpersonal and communication (oral and written) skills at all levels of an organization.
• You constantly generate pipeline using creative techniques, tools, team collaboration, industry events and top tier channel partners.
• Driven and self-motivated with an entrepreneurial spirit and a commitment to excellence in everything they do.
• Ability to build and maintain positive business relationships with peers, clients and IBM ecosystem.

Preferred Technical and Professional Expertise

• Knowledge of Hybrid cloud solutions.
• Prior experience with AppDynamics, Dynatrace, MoogSoft, Splunk, Datadog, ServiceNow, MuleSoft, Tibco, Software AG, etc.
• Experience in leading complex deals and value based selling.
• Experience selling cloud software or SaaS solutions.
• Experience selling Enterprise Integration software.

Location Statement
IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

• Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being.
• Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs.
• Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law.
• Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals.
• Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences.

This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you. We consider qualified applicants with criminal histories, consistent with applicable law.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

Being You @ IBM
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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.