Technology Sales Specialist - Data Platform - ONT Utilities and X Industry

As a Technology Sales Specialist (internally referred to as a Brand Sales Specialist) within IBM’s Data & AI portfolio, you will play a pivotal role in helping enterprises unlock the value of their data. Your mission is to empower organizations to transform data into actionable insights—quickly, efficiently, and at scale—by delivering IBM’s market-leading software solutions and services.

You’ll be joining a collaborative, innovative sales environment where curiosity, creativity, and continuous learning are valued. From day one, you’ll benefit from exceptional onboarding, mentorship, and a culture built around growth and shared success.

In this client-facing role, you will be responsible for driving revenue growth and market expansion within a defined territory or portfolio of accounts, with a focus on the Utilities sector and select cross-industry clients.

• Client Relationship Management: Build and maintain strong, trusted relationships with key stakeholders. Understand their business challenges and articulate the unique value IBM solutions offer.
• Solution Selling: Use a consultative sales approach to identify client needs, develop tailored solutions, and demonstrate how IBM’s Data & AI offerings address business outcomes.
• End-to-End Sales Ownership: Lead the full sales cycle—from prospecting and opportunity identification to proposal development, RFI/RFP responses, negotiation, and closure.
• Pipeline Development: Collaborate with IBM’s internal teams (technical specialists, partners, and other sales professionals) to execute sales campaigns and drive qualified pipeline growth.
• Strategic Engagement: Engage with decision‑makers at various levels, including CIOs and C‑suite executives, to establish IBM as a long‑term, value‑driven partner.

You are a results‑driven sales professional with a passion for data and AI technologies. You’re comfortable engaging at all levels of an organization and thrive in a consultative, collaborative sales environment. You enjoy helping clients solve complex business problems while driving digital transformation.

Associate's Degree/College Diploma

Bachelor's Degree

• Minimum of 3 years of experience in IT sales, consulting, or business process technology
• Proven track record of at least 3 years in client relationship management and consistently meeting or exceeding sales quotas
• In-depth knowledge of IBM’s strategic solutions and the broader enterprise software ecosystem, with at least 3 years of relevant experience
• Demonstrated success in selling to major enterprise clients, including engagement at the CIO/CXO level
• Strong business acumen with the ability to lead high‑level strategic conversations with clients
• Expertise in account planning, deal strategy, negotiation, and effective time management
• Familiarity with cloud technologies and platforms (e.g., IBM Cloud, AWS, Azure, GCP)
• Experience selling Data and/or AI‑driven solutions

• Strong understanding of line‑of‑business operations and problem‑solving skills
• Executive presence with excellent verbal and written communication abilities
• Commercial mindset with experience supporting full‑cycle sales engagements, including contract negotiation
• Solutions‑oriented with a track record of successful prospecting into new clients and buyer personas
• Ability to mentor and coach individuals at various stages of development
• Comfortable working in a fast‑paced, entrepreneurial environment
• Outstanding organizational, presentation, and time management skills
• Quick learner with the ability to apply product knowledge effectively

IBM has a global presence, operating in more than 175 countries with a broad‑based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country‑based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution…