Job Information
IBM US Southeast Region - Technology Sales Leader (Squad Leader) in Research Triangle Park, North Carolina
Introduction
As a Technology Sales Leader (Cross-Brand) within IBM you will drive technology sales strategies that are balanced between IBM brands and based on prioritized opportunities across different account sizes. With a laser-like focus on achieving client value, you will manage multi-disciplined technology sales teams across the breadth of our sales specialisms.
A natural at leading, collaborating and networking, you will be a lynchpin. A coordinator and conduit driving best-fit skills-mixes across your direct and cross-brand teams based on Accounts' needs. You will effectively engage with Client Engineering whenever co-creative, experiential sales workshops are required to compel clients to invest. And you will guide your teams on how best to leverage IBM's 3rd party Partner sellers to maximize all opportunities.
Excellent onboarding training will set you up for positive impact and success, whilst ongoing development will continue to advance your career. Our sales environment is fast-paced and supportive. Always connected to a wider team, you will be surrounded by other managers and colleagues. People who are always willing to help and be helped as you scale your business, with and through your team, as they compel clients to continually invest in IBM's people, products, and services.
Your Role and Responsibilities
Leading the end-to-end sale of products, you'll help your teams engage 'support', 'specialty', and 'technical' experts to progress large, complex, and highly competitive sales situations - from opportunity identification (OI) to deal closure.
Formulating and promoting cross-brand solutions within sales territories, you'll cultivate a 'one-team' culture and guide negotiations that establish beneficial pricing and secure wins.
Your primary responsibilities will include:
Sales Team Coaching: Coach sales managers and sales teams within assigned Market(s) to achieve account targets.
Client-Centric Anticipation: Apply contemporary technology and IBM offering knowledge, and market trends to anticipate client needs and proactively propose solutions - with and through others.
Resource Utilization: Promote the maximum usage of the full extent of our Technology Sales resources.
Leaders are expected to spend time with their teams and clients and therefore are generally expected to be in the workplace a minimum of three days a week, subject to business needs.
Preferred Locations: Atlanta GA, Miami FL, Nashville TN, Raleigh NC or Washington DC.
Required Technical and Professional Expertise
Leadership Expertise: Veteran-level leadership experience with a track record of winning through collaboration, resilience, empathy, and innovation. Natural ability to inspire and motivate others to succeed in highly complex, enterprise-scale technology sales environments.
Technology Expertise: Solid credibility and confidence across cloud, data & AI, automation, security, and storage technologies, with deep and broad expertise in at least one specialty.
Communication and Networking: Strong people, communication, and collaboration skills, with a proven record of c-suite networking and influencing throughout the successful closure, and post-closure expansion of complex technology sales cycles (including $multi-million deals).
Agile and Sales Methodologies: Experience of using agile techniques in addition to contemporary technology sales methodologies (e.g., consultative/Challenger selling) to successfully deliver in a way that's both nimble and fast and guides customers to our products vs. leading with them.
Leaders are expected to spend time with their teams and clients and therefore are generally expected to be in the workplace a minimum of three days a week, subject to business needs.
Preferred Technical and Professional Expertise
- IBM Product Experience: Experience of working with any of IBM's products and services (training across IBM's product suite will be provided).
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.
IBM
-
- IBM Jobs