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

The individual will play a critical role in the growth of IBM's App Modernization & IT Automation offering across ASEAN. Lead our go-to market strategy and enablement to grow and protect the App Modernization & IT Automation business in ASEAN. Positioning these solutions that drive implementation.

The individual will also work closely with all routes to market and collaborate with Cross-Segment/BU, Global Sales, Technical Sales, IBM Services teams as well as IBM Ecosystem team and our business partners. Localisation of Global go-to-market strategies and sales plays as well as competitive strategies to defend our current install base and capture new logos.

The role is primarily responsible for attaining revenue targets and building a repeatable and sustainable business in all markets across ASEAN.

The role will include but not limited to:

• Own and deliver the financial targets/budget in ASEAN for the App Modernization & IT Automation solution set.

• Engage current and new clients directly and indirectly to build pipeline, progress, and close App Modernization & IT Automation portfolio opportunities

• Coaching of field sales teams in terms of sales pipeline creation and sales execution

• Strong focus on collaboration with local field sales teams and business partner on deal qualification

• Work with the extended Markets and Sales teams and provide product / solution SME input across the region.

• Key note speaker at client events - requiring strong communication skills.

• Work with IBM Services and Partner organisations to ensure offerings are positioned as key components of client's digital transformation initiatives

• Collaborate with IBM Marketing to drive awareness and build pipeline across Asia Pacific

• Take ownership of the sales cadence and required operational activities to ensure accuracy in forecasting and revenue flow

Required Technical and Professional Expertise

• 5+ years of sales management and leadership positions

• 10+ Years Successful track-record of consistently over-achieving sales quotas in complex, technology sales environments.

• 10+ Years direct, face to face customer selling experience

• 5+ years selling cloud software or SaaS solutions

• 5+ years selling App Development / IT Automation solutions

• Functional competence across the App Development & IT Automation landscape

• Ideal candidates should have a passion for application modernization technologies as well as IT Automation technologies in the areas of IT operations, API Economy and Application Performance Management

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

• 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

Preferred Technical and Professional Expertise

• 5+ years knowledge of app development and systems integration implementation experience.

• Prior experience with Dynatrace, Mulesoft, ServiceNow, Microsoft, AWS, Google Cloud

• Demonstrated 3-5 years' experience in leading complex deals and value-based selling.

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.

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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 StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.

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.