Technology Account ManagerInternational Business Machines Corporation (IBM)

Introduction

• The Technology Seller is a single role to drive the Technology strategy with customers, focused around winning the platform and translating customer needs.
• The Technology Seller 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 Seller advises across both business and technical customer roles, with ability to generate OI and drive predictable revenue growth.

Your Role and Responsibilities

• With first-class communication and empathy, you'll work closely with clients to develop reliable relationships that successfully accelerate the adoption of IBM technology. You'll explain how IBM's industry leading solutions unlock the true potential of cloud and AI in their enterprises and build smarter businesses.
• We're passionate about success. If this role is right for you, then your achievements will mean that your career is flourishing, and our clients are thriving. To help ensure this win-win outcome, a 'day-in-the life' of this role may include, but not be limited to…
• Influencing the client’s innovation agenda, bringing an outside-in perspective and recommending disruptive technologies and approaches to scale new value capture
• Being a recognized advocate for leading edge technologies and digital transformation, with a special emphasis on select technologies
• Envisioning the desired business outcomes that can be achieved through digital reinvention and modernization
• Co-creating solutions with clients, applying broad technical skills, deep industry knowledge and “out of the box” thinking
• Driving adoption and penetration of IBM’s strategic platforms through innovative solution recommendations that leverage IBM technologies, architectures, integrated solutions and offerings to solve the client’s business challenges
• Deep understanding of the industry trends and industry architectures
• Staying current on IBM technology, strategy and offerings in the industry
• Demonstrates the value IBM’s technology can bring in the context of the client’s industry/business and advantages of IBM’s technology versus the competition
• May lead or co-lead a client relationship with a IBM Consulting Client Partner depending on account type (i.e., leads in strategic, select)
• Must be resourceful with the ability to attain IBM resources required to fulfill client opportunities / needs
• 'Live on the glass' – and adoption of ISC for all reporting and sales activities

Required Technical and Professional Expertise

• Minimum 10 years of Technology sales experience with large clients
• Recent client relationship with one Client for more than 4 years
• Pipeline development for sustainable growth
• Revenue growth achievement and strong track record in deal closing
• Experience is complex cross-brand deals
• Track record of high Client satisfaction in multi-years engagements
• Track record of working with teams
• Being fluent, both oral and in writing, in English is key.

Preferred Technical And Professional Expertise

• Good understanding of SW Sales across Data, Automation or Security.
• Ability to learn new and complex concepts.
• Track record of leading in teams
• Good understanding of the competitor landscape