Brand Sales Specialist – Technology Support in Melbourne, Australia

Introduction

IBM has a long history of transformation and re-invention, what sets us apart and will set you apart, is an ability to bring value to our clients to enable their transformation and re-invention.

A Specialist Sales role in Technology Lifecycle Services means a career where you’re taking prospective clients on a journey to unlock value in their organisation using IBM’s extensive multi-vendor capability. It means you’ll be improving their security and compliance posture, increasing availability, and helping them unlock savings and resources that they can use to invest in their business transformation.

Naturally skilled in developing and cultivating professional relationships, you’ll establish trusted advisor relationship with our largest and most strategic customers. You will also be exposed to the broad portfolio that is IBM as you look to enable the larger IBM with our value proposition.

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. Supportive and inclusive teaming is how we operate to do our best work.

Do not bring who you think we want to see, bring who you are. IBM champions all diverse communities of IBMers, and supports every employee to thrive and bring their authentic self to work.

Your role and responsibilities

As a Specialist Seller in Technology Lifecycle Services, you’ll work directly with IBM’s largest enterprise clients, in collaboration with the broader IBM Technology sales teams, and our Consulting practice to develop relationships with our customers to understand their needs, earn their trust and show them how IBM’s industry leading solutions will solve their problems whilst delivering value to their business.

You will be expected to work as part of a larger go to market team, but also identify, qualify, prosecute, and close strategic opportunities at the highest decision making layer of our clients.

This is not a large territory, but a small number of the most strategic clients and you’ll be expected to be able to create and maintain currency of effective account plans that represent the internal and external forces on the client, and how you can translate that into success.

Required technical and professional expertise

• Client Portfolio Management: Manage a client portfolio, highlighting IBM’s technical and business value.

• Solution-Selling Skills: Utilise solution-selling skills to identify decision makers, qualify opportunities, and foster long-term partnerships.

• Sales Process Oversight: Oversee the entire sales process, from RFI/RFP responses to meeting KPIs, with a focus on new business and account expansion.

• Collaboration with IBM Sales Network: Collaborate with IBM’s sales network (including partner eco-system) to execute effective sales campaigns and drive pipeline growth.

Preferred technical and professional experience

• Complex Multi Product Technology Sales Success: Demonstrate a proven track record of success in complex technology sales, with a focus on acquiring new business.

• Business Acumen: Exhibit a strong understanding of business operations and financial benefits related to technology solutions, enabling clear explanations.

• Communication and Presentation Skills: Possess strong, persuasive communication and presentation skills.

• Inside Selling / Creating value partnerships: Possess expertise in building and going to market with internal IBM, and selected technology and consulting partners that foster strong, two-way, revenue-generating collaborations.

• Consistent Target Achievement and High Performance: Maintain a track record of consistently achieving substantive targets with and through others, showcasing high performance, and challenging self and others to consistently deliver results.