Introduction

A Technology Sales Specialist role (what we internally call a, 'Brand Sales Specialist'/"Account Executive") within Automation means working for a leader in AI-Powered products. Envision helping clients create a world with less repetitive work and more innovative decisions. Less unplanned downtime and more proactive insight. And less waiting on systems... So that their employees can invest more time on the work they love. Join us and co-create with clients on solutions that makes people more productive and improves business performance, so that they can change the world at a scale not previously possible.

Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you'll be surrounded by bright minds and keen co-creators - always willing to help and be helped - as you apply passion to work that will compel our clients to invest in IBM's products and services.

Your Role and Responsibilities

As a Brand Sales Specialist/Account Executive you'll work closely with clients to develop relationships, understand their needs, earn their trust and show them how IBM's industry leading solutions will solve their problems whilst delivering value to their business.

• Automation is an imperative. Every business is now a digital business, and with that comes a massive proliferation of structured and unstructured data that can feel daunting. By using AI and automated tools, companies can make sense of all of that data to help automate discovery, decisions, and execution of tasks that would otherwise consume many hours of human labor.

• IBM has patents in our portfolio specifically for this, and we can automate many more processes across your enterprise than vendors that lack these advanced capabilities - so you can reclaim your time with intelligent automation.

• IBM's Automation strategy relies on the powerful combination of automation and AI, focused on the needs of enterprises. This AI-powered automation strategy rests on four key strengths:

• We are the only company to offer a single platform for business and IT automation.

• We embrace unstructured data and know how to solve large-scale problems.

• We pull data from an ecosystem of sources, and we run on any cloud.

• We keep the human impact of automation at the center of all we do.

• Automation is about giving us more time and helping you use your day differently to focus on the things that matter most to you. Used wisely, automation can make us all more productive, more capable people.

• The solution is IBM's Automation Cloud Paks. Consisting of four modular components, the IBM Automation Cloud Paks provide intelligent automation to automate IT Operations, Application Integration, Networking, and Line of Business operations.

• Cloud Pak for Watson AI Ops - Automation IT Operations to gain more visibility, optimize resources for better performance, and resolve complex IT issues quickly

• Cloud Pak for Integration - Automate application data flows to connect systems for better client experiences

• Cloud Pak for Network Automation - Automate networks to deliver zero-touch operations and deploy new 5G services faster

• Cloud Pak for Business Automation - Automate business operation to achieve better business performance

Your Role and Responsibilities

• IBM is looking for an Automation Sales Specialist who will be responsible for taking the Automation Cloud Paks to market. This includes the coordination and successful execution of all assigned sales related activities within an assigned territory or set of accounts to achieve assigned financial sales objectives.

• This role has unlimited potential and is highly focused on the development of a territory while expanding IBM's cloud software & services into associated industries, as defined. Activities include working with and leveraging other IBM client facing teams to create demand, identify opportunities, qualify opportunities, and then directly executing high quality professional engagements that result in winning opportunities.

• Successful candidates will exceed assigned sales targets while providing high value customer solutions. Sellers will represent part of the IBM Cloud & Cognitive software portfolio and will become a part of the growth area within IBM.

Required Technical and Professional Expertise

• Multiple years direct, face to face customer selling experience

• Multiple years selling cloud software or SaaS solutions

• Multiple years selling IT Automation and/or Business Automation software solutions

• Experience selling IT solutions into one of the following industries: Public (State & Local) or Financial Services or Manufacturing or Travel & Transportation or CPG Retail or Federal or Telcos or Oil & Gas or Healthcare etc.

• Strong understanding of the following verticals: IT Operations, DevOps, Application Monitoring, Enterprise Integration, Business Process Management, Decision Management, ECM, and RPA

• Ideal candidates should have a passion for cloud technologies, solving customer problems, and winning every time

• You are a hunter who takes ownership of an assigned territory focused on net new logo acquisition and upsell opportunities.

• You demonstrate expertise in building business cases which clearly articulates value and differentiation at all levels of your customer organizations.

• You constantly generate pipeline using creative techniques, tools, team collaboration, industry events and top tier channel partners.

• You demonstrate a true 'value based' sales approach and have experience explaining complex ROI models to C level customers.

• You're a pipeline generation master, expert in driving direct sales from first touch to close.

• You're an entrepreneur - who likes to run a business and know that owning your own pipeline generation is fundamental to your success.

• Ability to collaborate with teams within IBM and partners externally

• Prior experience with AppDynamics, Dynatrace, Splunk, Datadog, ServiceNow, MuleSoft, Tibco, Pegasystems, Appian, etc.

Preferred Technical and Professional Expertise

• Knowledge of IBM Hybrid cloud solutions

• Prior experience with AppDynamics, Dynatrace, Splunk, Datadog, ServiceNow, MuleSoft, Tibco, Pegasystems, Appian, etc.

About Business UnitIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

Your Life @ IBMIn a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

About IBMIBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

Location StatementIBM 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.

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.

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 @ IBMIBM 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.