Job Description

Introduction

A Technology Sales Specialist role (what we internally call a, 'Brand Sales Specialist') 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 Technical Sales Specialist within the US Federal Market, 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.

Your primary responsibilities will include:

• Client Management and Value Definition: Effectively manage client relationships, define IBM's value proposition across the Automation portfolio, and engage key decision-makers.

• Sales Process Management and Collaboration: Oversee the entire sales process, with a focus on expanding new business opportunities, and collaborate closely with various IBM and ecosystem teams.

Required technical and professional expertise

• Tech Sales Success: Demonstrated success in technology/enterprise software sales, particularly in acquiring new clients.

• Business Acumen and Communication Skills: Understanding the clients business drivers and demonstrating the return on investment of software solutions is required. Clearly and effectively articulating the value proposition of our solutions to both technical and non-technical stakeholders.

• Negotiation & Persuasion: Strong negotiation skills to secure favorable contract terms while adhering to federal government regulations.

• Expertise in the Automation Market: Demonstrated knowledge, proficiency in the automation market, enabling you to consult with clients and build trust (training on IBM's Automation offerings will be provided).

Preferred technical and professional experience

• Expertise selling technology to Dept of Defense/INTEL: Demonstrated experience selling to the US Department of Defense agencies (Army, Navy, Air Force, Marines, DoD). A strong grasp of the agencies' missions, priorities, and specific operational needs. Established, high-value contacts within these agencies and with FSI and other advisory companies is highly desired.

• Understanding of IBM Sales Methodology: Experience and demonstrated success following the IBM Client Engagement Model (or similar) and the tools associated with prospecting, networking and deal progression/forecast is highly desired.

IBM 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.

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