SME Cloud Sales Role

Introduction
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.

Your Role and Responsibilities
As a seasoned Sales Leader in Cloud Platform you will be assigned to cover the Canadian Retail and Manufacturing industries. You will be accountable for Cloud Platform new contract signings targets and client consumption revenue measured monthly. In consultation with your extended Cloud Platform technical team as well as the assigned IBM Technology Sales team, you will be responsible for developing and executing a Cloud account strategy for the Canadian Retail and Manufacturing industries accounts. This includes cultivating long term relationships, driving opportunity identification initiatives, and ultimately being the Opportunity Owner on major cross offering Cloud sales pursuits.

As the Senior Seller you will coordinate the efforts of the Cloud Platform subject matter experts to ensure alignment on all opportunities. You will also be responsible to initiate and be sure that all clients fall under an IBM contractual framework e.g. a Cloud Services Agreement. From a client perspective you will deal with teams focused on designing, migrating, building, managing, transforming and expanding their services in the IBM Cloud. Your goal will be to build trusted and ongoing relationships with key buyers and influencers including Line of Business Owners, cloud developers, CIO's/CTO's, and technology procurement.



Required Technical and Professional Expertise
- Experience in Cloud and/or Cognitive solutions including: Infrastructure as a service (IaaS), (PaaS), and Cognitive Solutions (AI) or similar experience in On-prem infrastructure or networking
- Experienced level vertical industry knowledge. - Ability to articulate business models, value, pricing and terms
- Experienced level skill in Design thinking and Agile methods
- Demonstrated ability to negotiate Services based contracts
- Ability to develop an account strategy to articulate IBM's unique value to the c-suite
- Demonstrated ability to negotiate Services based contracts
- Experience in navigating procurement processes and contracting operations

Preferred Technical and Professional Expertise

• Demonstrated ability to negotiate Services based contracts
• Ability to develop an account strategy to articulate IBM's unique value to the c-suite
• Able to envision opportunities and create strong value propositions
• Experience in navigating procurement processes and contracting operations