Cloud Technical Sales Lead - Azure/AWS

Introduction

• As a Business Sales & Delivery Executive, you will support IBM’s consistent growth by bringing to the table your business development, sales, account management, and delivery skills. Picture yourself working with a highly motivated, highly successful team with a proven sales record in IBM’s top technologies. If you’re ready to bring insights and experience in areas such as IoT, Block chain and digital transformation, we are ready to offer you a best in class career development

Your Role and Responsibilities

• The Client Solutions Executive ( CSE ) typically develops a long term business relationship with one strategic or several important clients, providing total solutions to the client's business needs.
• The Client Solution Executive is the lead sales person on a strategic outsourcing engagement and is responsible for the overall sales effort. The Client Solution Executive is responsible for the development and closing of highly complex information technology solutions to senior client executives, which can include the CEO, CFO, CHRO, COO, CMO, CIO, Board of Directors and evaluation committees. They are required to have an in-depth understanding of the client's business, goals, strategies and industry trends and directions. The CSE in his/her role will be facilitating / assisting in the development of or a shift in the strategic direction of an organization. Consultative selling experience with C suite buyers is a key skill to be able to successfully convert opportunities.
• The opportunities may lead with Consulting Service offerings and/or be coordinated with the consulting service offerings, as appropriate, to ensure the potential of aggregating the sale of all IBM offerings (including other offerings like Software and IGF to name a few) around those service opportunities. Develops organizational, business and professional skills and supports efforts to bring the appropriate business solution offering to closure. Takes direction from the IBM IOT Service leaders, and drives IBM's efforts to become the premier solutions provider.
• The Client Solution Executive is responsible for leading small and large, multi-disciplined teams, and integrating products and services required to meet business needs. They may lead multiple opportunities concurrently although typically in different sales stages and have assigned signing's and customer satisfaction targets for the service line they support. Assumes additional responsibilities as assigned. The role carries hard signings target for assigned geography.

Ability to

• Work with client's key Business and IT stakeholders as well as C-level executives to demonstrate IBM's Journey to Cloud proposition
• Understand client's business and technology strategy, and translate that into a client specific Cloud PoV
• Articulate cloud solutions, cloud advisory, modernization and migration strategies for our clients.
• Lead creation and execution of services pipeline
• Develop compelling solutions, campaigns and proposals that differentiate IBM methodology and architecture and positions IBM as the multi-cloud partner
• Navigate solutioning cycle between multiple Lines of Business to create integrated proposals.
• Identify and deliver proof of concept or minimum viable product to create immediate client impact
• Work with a global/virtual teams to collaborate and deliver the best in class products to our clients
• Build relationships with Microsoft, AWS and Red Hat organizations and collaborate with our partners to position IBM as their premier system integration partner.