IBM Power Systems Sales Specialist

Summary

• IBM Power Systems Sales Specialists (SSS) are responsible for customer engagements to sell IBM Power Systems. The SSS will work with their sales counterparts (Account Managers) to help ensure our customers have everything needed to be able to decide on buying and using the latest Power Systems servers. The SSS should have knowledge across the Power Systems technology portfolio so they can help to grow Power Systems installed base at our customers and acquire new customers. The SSS should be able to help lead technical discussions or perform demos on how the IBM solutions could be positioned and used.

Job Duties & Responsibilities

• Acting as a key member of the GBM Account Team to ensure a successful sales cycle
• Earning trusted advisor status with assigned clients
• Embracing a culture of continuous learning, taking pride in their technical expertise, and providing measurable value to Clients and fellow GBMers
• Co-creating and leading IBM Power Systems sales and growth play initiatives for the assigned territory
• Openly sharing best practices and developing re-usable assets based on trending industry use cases
• Supporting complex opportunities, eliminating hurdles, and delivering effective presentations, demonstrations, Proofs of Concept, and workshops that help Business Partners to close and deliver committed revenue
• Linking with the field technical teams to ensure smooth transaction hand-offs and a positive client experience
• Helping to promote and integrate IBM products into ISV solutions and supporting “first of a kind” opportunities.

Competencies

• Business insight – Understand clients’ business objectives and how to impact them within our circle of influence.
• Strategic mindset – thinks about how to innovate processes and solutions, rather than just doing things more efficiently or effectively.
• Digital savvy – understands and can manage the impact of technology on the business.
• Manages complexity.
• Makes excellent quality decisions – good judgment and decisions consider all the factors (short term, long term, business, people, situation, etc.)
• Cultivates innovation in others – fosters an environment of innovation in direct reports and peers.
• Situational adaptability – adapts behavior and response to the situation, including with various levels of executives, customers, team members, etc.

Key Qualification

• A well-rounded blend of sales and technical background with an understanding of the broad range of IBM Power Systems offerings
• In the trenches experience with Power Systems including Red Hat Enterprise Linux, OpenShift, and Kubernetes.
• Ability to build and maintain relationships with all levels across the organization and equally comfortable dealing at technical and management/executive levels
• Outward enthusiasm, client focus, personal dedication, passion for the business, and drive to achieve
• Apply an understanding of the IBM Systems strategy, industry trends, key industry players, and competitors to architect and deliver solutions that address client needs
• Ability to understand business problems and provide guidance to GBM account managers on strategies that will produce winning solutions that result in client business value
• Build and strengthen the business relationship with current accounts and new prospects.
• Provide status information to the management including forecast/pipeline information providing consolidated forecasts for all opportunities
• Working with the delivery service team to ensure the high-quality project service delivery  

Qualification & Experience

• Bachelor’s degree in information technology/Telecommunications/Electronics/ Engineering discipline or equivalent.
• Minimum Experience of (5-Years) in pre-sales and sales positions with knowledge of industry trends, associated solutions, and key ISV solutions.
• Experience in Power Systems technologies including Red Hat Enterprise Linux, OpenShift, Kubernetes, and Power Virtual Server
• Experience in architecting infrastructure solutions for key workloads
• Prior experience in managing tender requests.
• Good consultative solution selling and business development skills to align the client’s business needs with solutions. Knowledge of the customer’s infrastructure and architecture.
• Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
• Strong project management skills.
• Good communication (written and verbal) and presentation skills
• Good problem-finding and solving skills
• Dedicated to achieving goals
• Strong work ethic
• Good written and spoken English proficiency
• Independent problem-solving abilities and out-of-the-box thinking.

Preferred Technical and Professional Expertise

• Experience in IBM Storage and Mainframe Systems
• Experience in IBM Cloud Paks
• Artificial Intelligence
• Oracle, SAP HANA, and open-source DBs
• Hyper-Converged Systems
• Enterprise Monitoring, Management & Automation Solutions