28 days old

Digital Business Automation Software Sales Strategic Accounts

Multiple Cities, Multiple
  • Job Code

At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Digital reinvention is at an inflection point as businesses enter the next chapter of their cloud journey. Most enterprises today are approximately 20 percent into their transition to the cloud. In this first chapter of their cloud journey, businesses made great strides in reducing costs, boosting productivity and revitalising their customer-facing innovation programs. Chapter two, however, is about shifting mission-critical workloads to the cloud and optimising everything from supply chains to core banking systems. IBM is uniquely positioned to help our clients address these challenges. Our offerings have evolved to reflect new customer needs and drive greater growth, and the acquisition of Red Hat further strengthens IBM as the leader in hybrid cloud for the enterprise.

Your Role and Responsibilities
Working as part of IBMs Cloud Business Unit, this is a Specialist Software Sales role to promote IBMs Digital Business Automation software capabilities with our Enterprise customers. The role is specifically working with clients who may have a more limited IBM software footprint our Strategic Accounts - hence the focus and reward is very much on new business acquisition hunting, rather than farming.
You will support IBM by enabling customers to define, develop, and deploy their next-generation Cloud strategies. Youll be responsible for building strategic relationships with executives and key decision makers in our clients to promote our portfolio of Digital Business Automation offerings. The IBM Automation Platform for Digital Business is an integrated platform of five capabilities that help our clients drive virtually all types of automation projects at speed and scale by:
  • Designing & managing end to end workflows
  • Automating decisions with business rules
  • Using Bots to automate human tasks
  • Capturing & extracting data from content
  • Sharing & managing enterprise content

These capabilities allow our clients to leverage business automation to their advantage, by automating, augmenting or enhancing critical processes and business decisions.

Primary job responsibilities
  • Work with the wider sales team (for example IBM Client Executives and other specialist sellers) to plan the overall Digital Business Automation strategy within a set of defined accounts
  • Prospect for new client engagement & opportunity development
  • Manage all aspects of a sales cycle from opportunity identification, through to the negotiation and closure of contracts
  • Gain the trust of senior IT and business executives within named accounts and foster long-term partnerships
  • Be proactive with our clients to ensure that the IBM Digital Business Automation capabilities become the first choice for our strategic customers

Required Technical and Professional Expertise
  • Experience in a software or solutions sales role
  • Experience focused on related offerings such as Business Process Management, Enterprise Content Management, or Robotic Process Automation
  • A background in consultative customer engagement with a Cloud Software provider, in Digital Transformation, or on the sales team of a reseller
  • Outstanding written and verbal communication skills; ability to present to executives and senior executives
  • Ability to sell solutions in a multiproduct environment
  • Proven ability to work with global cross-functional teams - including line of business stakeholders, not solely IT - and achieve success for customers
  • Balance of strategic and tactical skills

Preferred Technical and Professional Expertise

About Business Unit
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The companys Global Markets organization is a strategic sales business unit that manages IBMs 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 specialists and delivery professionals to enable clients growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

Your Life @ IBM
What matters to you when youre looking for your next career challenge?

Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

Impact. Inclusion. Infinite Experiences. Do your best work ever.

About IBM
IBMs greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.

Location Statement
For additional information about location requirements, please discuss with the recruiter following submission of your application.

Being You @ IBM
IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.



  • Computers Software and Hardware
Posted: 2019-11-13 Expires: 2019-12-13

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Digital Business Automation Software Sales Strategic Accounts

Multiple Cities, Multiple

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