Technology Software Sales Specialist – Data & AI

A Technology Sales Representative role (what we internally call a, ‘Brand Sales Specialist’) in IBM’s Data & AI brand means accelerating enterprises’ success by improving their ability to understand their data. It means providing solutions that enable people across organizations, in multiple roles, the ability to turn data into actionable insights without having to wait for IT. And it means selling multi-award-winning software, and world-class design practices that enables business analysts to ask new questions.

The answers to which are literally shaping the future and changing the world.

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.

• Managing a dedicated client set and defining, confirming, and communicating the differentiated value of IBM’s technology at both the technical and business level.
• Using your solution‑selling expertise you’ll be identifying and engaging decision makers and influencers, qualifying business opportunities, and responding to clients’ needs to create strategic, long‑term partnerships.
• Managing the entire sales process, from RFI / RFP response preparation, and ensuring delivery against KPIs, with a strong emphasis on new business sales, while expanding existing accounts.
• Collaborating with the broader IBM sales ecosystem, from Marketing to Sales and technical colleagues, to IBM Business Partners, to build sales campaigns and incremental pipeline.

Prefer to be located in the Tennessee area.

• Strong understanding of the following verticals: IT Operations, Dev Ops, Site Reliability Engineering, Application Monitoring, Enterprise Integration, Event Based Architecture, Kafka, Hybrid Cloud
• You are a hunter who takes ownership of an assigned territory focused on net new logo acquisition and upsell opportunities.
• You demonstrate expertise in building business cases which clearly articulates value and differentiation at all levels of your customer organizations.
• You demonstrate a true “value based” sales approach and have experience explaining complex ROI models to C level customers.
• You’re a pipeline generation master, expert in driving sales from initial engagement through to close.
• Strong sales skills with both white space accounts and established IBM clients.
• Passion for Opportunity Identification activities.
• Eager to learn about new IBM solutions in your portfolio and across the industry

• Some Data and AI base knowledge