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, lets talk.

You'll have access to all the technical and sales training courses you need to become the expert you want to be. You'll learn directly from expert developers in the field; our team leads love to mentor. You have the opportunity to work in many different areas to figure out what really excites you.

If you are hired into a Colorado work location, the anticipated compensation range for the position 100,000.00 to 155,000.00 is based on a full-time schedule. Your ultimate compensation may vary depending on your job-related skills and experience. For part time roles, the compensation will be adjusted appropriately.

Your Role and Responsibilities
Our clients are game changers. We're looking for sellers who can keep up. At IBM, our clients have the future in mind. Our job is to help them get there. As part of IBM's Data, AI, and Automation sales team, you will work with clients and Business Partners 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 Business Partners and clients to succeed. IBMers can access our entire organization to develop original ideas that help clients create the world they imagine. We use breakthrough analytics solutions and Cloud platforms to help businesses extract critical insights and transform how they serve their clients.

• Responsible for driving brand sales in their client territory through Business Partners; BPS's will identify opportunities to be progressed with Business Partners, co-selling with those partners to increase productivity and drive demand generation.
• Supports solution co-creation with Business Partners and provides use case expertise for portfolio of Data, AI, and Automation offering.
• Serves as ecosystem team's liaison to brand for assigned territory; to bring product knowledge to partnership and align sales efforts.
• Works closely with Partner Technical Specialist on named Business Partners to influence partner's tech agenda and inclusion of brand specific technology in partner solution within assigned territory.
• Advocates for Business Partners with brand leadership and looks for new opportunities to scale with the ecosystem within your brand and client list.
• Trusted advisor - Establishes strong management and CXO relationships based on knowledge of client requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise).
• Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
• Client Activities - 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.
• Territory and Account Leadership - Develop a pipeline of viable opportunities that exceeds quota, and keep abreast of every prospect in your territory.
• Business Planning - Develop cooperative closing strategy and tactics with sales management.
• Build and share best practice sales, negotiation, and partner skills, sell value, and up sell and cross sell to client base.
• Maintain CRM system with accurate client and pipeline information.

Required Technical and Professional Expertise

• 4+ years of experience articulating and delivering compelling, industry-focused solutions and value
• 3+ years of in-depth knowledge of Markets in order to connect market trends to the IBM Data, AI, and Automation portfolio to position compelling transformation solutions to clients
• 3+ years of in-depth business development, Business Partner sales and / or consultant experience
• Strong collaboration and negotiation skills with ability to lead the collaborative process with both the client leadership and IBM's sales leadership
• Excellent interpersonal and communication (oral and written) skills at all levels of an organization
• 2+ years experience positioning Cloud and Data and AI solutions
• 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, partners and clients

Preferred Technical and Professional Expertise

• 2+ years experience successfully selling into whitespace territories at scale (10,000+ clients)
• Pre-existing client and / or Business Partner relationships within the Western United States