Client Technology Sales Lead

a / Watson.gov and Watson.AI, AIOPS, FinOPS, Automation, Security, Sustainiablity, OCP, Technology Services and Unix and Mainframe Servers as well as Storage / Backup products.

• Account Planning & Stakeholder Management

• 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

• Building account plans and determining areas for IBM Technology revenue growth by engaging all all stakeholders within IBM

• Manage, coordinate and leverage Partner ecosystem resources, if applicable, to drive business value for the client

• 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.

• 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

Requirements
Suggested Expertise Values can be found in "IBM Expertise Taxonomy"

Required Technical and Professional Expertise

• Experience in Banking, Financial Services, and Insurance Domain.

• Strong sales execution experience and client engagement skills

• 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

Top KPIs:

• Achieve Revenue Growth for Software portfolio

• Achieve Revenue Targets for Infrastructure and Infrastructure services portfolio

• Sales Plays execution

• Client NPS and qualitative feedback

• Single Year Booking (SYB)

Preferred Technical and Professional Expertise
• None