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.
You will be joining our industry leading Open Hybrid Cloud Platform team. IBM's open hybrid cloud platform architecture, based on RedHat OpenShift, works with the entire range of clients' existing IT infrastructures, regardless of vendor. This platform allows clients to "write-once/run-anywhere," and enables a hybrid cloud approach that drives up to 2.5 times more value for clients than a public cloud-only solution. Join us in addressing this 1 trillion dollar addressable market". You can see more here @ https://www.ibm.com/cloud/hybrid

Your Role and Responsibilities
The Technology Sales Leader is responsible for driving the Technology strategy with customers, focused around winning the platform and translating customer needs. The Technology Sales Leader has technical skills sufficient to translate a customer's requirements to the right cross-Technology architecture and deliver Level 2 messaging, in context of use cases and critical architectural decision points. The Technology Sales Leader has executive presence to be the customer's strategic advisor across both business and technical customer roles, with ability to generate OI and drive predictable revenue growth.

- Wins Technology Decision Points and closes deals by using knowledge of strategic offering value proposition; understands use cases for all solutions
- Develops and progresses opportunity pipeline across the technology portfolio to contracting and execution
- Identifies / Creates, Validates / Qualifies, Advances and Closes Opportunities
- Coordinates account team of technical and brand sales specialists and across partner and support roles
- Leverages marketing to drive customer lifetime value (LTV)
- Responsible and accountable for the Technology results across all brands and clients in the squad, including revenue attainment against budget and client satisfaction
- Driving collaboration and culture across the squad, including integrating and leading all brand sales and technical specialists

Required Technical and Professional Expertise

• Knowledge across IBM portfolio with capacity to major in areas not covered by Brand Sales Specialists, leveraging Technical SMEs (L2)
• Ability to articulate value of IBM Sales Plays based on client's business needs, strategy, and industry Ability to bring together an integrated POV / solutions to the client
• Understand how to coordinate and leverage Technology resources - Brand Sales Specialists, Dealmakers, digital sellers, etc. - to drive deal progression and closure
• Understand how to coordinate and leverage Partner ecosystem resources, if applicable, to drive business value for the client
• Understand and apply consultative selling
• Ability to build and develop strategic, trusted client relationships
• Coordinate and leverage Technical resources:
  • Technical pre-sales to drive demand and deal progression
  • Client Engineering to drive demand
  • CSMs to drive deployment and consumption

Preferred Technical and Professional Expertise

• 10+ Years of the required skills