Technology Seller- Financial Services

Introduction
A Technology Seller’s mission in IBM is to accelerate the adoption of IBM technology with clear industry use-cases and expertise to ensure competitive differentiation in engagements directly with our client and /or through our sales ecosystem partners.

With first-class communication empathy and credibility you’ll earn client’s trust and respect to become their strategic technology partner. You will translate the customer’s requirements into the right cross-Technology architecture in context of use cases and critical technology decision points to generate opportunity identification OI and drive revenue growth.

You’ll explain how IBM’s industry leading solutions unlock the true potential of cloud and AI in their enterprises and build smarter businesses. Being highly skilled in building and nurturing strategic client relationships you’ll use your consultative style to drive the adoption and penetration of IBM’s platforms through innovative solution recommendations that leverage IBM technologies architectures industry content and offerings

Your Role and Responsibilities
• Addressing Clients’ Business Needs: Proven ability to address clients’ business needs using deep technology and industry insights.
• Best Practice Sharing: Collect and share global best practices with your team to enhance the effectiveness of local market field teams.
• Providing Use Case Expertise: Offer expertise in use cases and global best practices to IBM Sales teams positioning IBM for long-term success with IBM technology as the foundation of client Hybrid Cloud and AI architectures.
• Effective Communication: Effectively communicate and illustrate the value of solutions that meet the needs of top-value clients.
You will be accountable for:
(1) Account Planning & Stakeholder Management:
• Generating account plans and determining areas for IBM Technology revenue growth by engaging support of all IBM roles and partners including Global System Integrators and Independent Software Vendors
• Being curious about your client’s business and industry spending a significant amount of time researching your client the industry competitors and relevant technology
• Growing trusted relationships with the client through visibility and being present with them frequently
• Manage coordinate and leverage Partner ecosystem resources if applicable to drive business value for the client
• Demonstrating a deep understanding of IBM’s competitive landscape and devising a competitive win plan
(2) Sales & Strategy Execution
• Leading the IBM and Ecosystem team through the end-to-end sales process to progress and close opportunities with a competitive mindset
• Identifying assessing and closing new business opportunities across portfolio for assigned accounts
(3) Managing Growth
• Developing and progressing pipeline in prioritized specialty area and across portfolio to grow existing accounts
• Prospecting and generating strategic opportunities while balancing long-term and short-term opportunities
• Successfully managing client support teams for mapped accounts to support renewals and expansion
• Positioning the value of IBM’s technology portfolio in enabling client strategy versus the competition
Objectives and Key Results (OKRs):
• Achieve revenue growth / budget
• Pipeline and business development for sustainable growth
• Sales Plays execution
• Client NPS and qualitative feedback
• Red Hat Single Year Booking (SYB)
• Technology Deployment

Excellent on-boarding will set you up for positive impact whilst ongoing development will continue to advance your career. Our sales environment is fast-paced and supportive. Always connected to a wider team you’ll be surrounded by your manager 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.

Required Technical and Professional Expertise
​​​​​​​• Strong sales execution experience and client engagement skills
• Client-Centric Approach: Proven track record of using deep technology and industry insights to address clients’ business needs including industry standards architectures and regulatory requirements.
• Effective Communication: Impeccable communication skills with the ability to successfully articulate a client journey map for disruptive innovation based on first-hand experiences best practices and market trends.
• Relationship Building: Ability to build valuable relationships with key stakeholders both externally and within IBM.
• Product and Service Proficiency: Experience working with IBM’s products and services (training across IBM’s product suite will be provided)
• Deep Knowledge of IBM’s strategy and portfolio
• Ability to advise clients on the technical architecture needed to address their business requirements
• Differentiate IBM in context of Client’s industry
• Industry business and finance acumen to identify and progress opportunities

Preferred Technical and Professional Expertise
• Industry Expertise: Knowledge and experience working with cFinancial Services and Insurance clients