Technology Sales Managing Director

vor 7 Monaten

Frankfurt am Main, Deutschland IBM Vollzeit

Introduction

A Technology Sales Managing Director career within IBM means being the overall leader on one of our biggest accounts. It means conducting an orchestra of multi-skilled, exceptional talent to craft and execute account strategies, and help clients navigate complex, technology architecture decision points. All-the-while leading customers to the right solutions based on their business problems and intent.

With executive presence, technology expertise and deep market knowledge, you'll be a strategic advisor to the c-suite. Working with multiple teams and leaders across Sales, Consulting, and 3rd party seller Partners, you'll develop and execute strategies that consistently deliver revenue growth. Growth that's built on a diverse pipeline of opportunities that puts IBM's solutions into compelling client context, and positions IBM offerings as transformational, value-driving solutions.

Excellent onboarding training will set you up for positive impact and success, whilst ongoing development will continue to advance your career. Our sales environment is fast-paced and supportive. Always connected to a wider team, you'll be surrounded by other directors and colleagues. People who are always willing to help and be helped as you scale your business, with and through your team, as they compel clients to continually invest in IBM's people, products, and services.

Your Role and Responsibilities

A natural at inspiring and motivating others, you'll lead the positioning of IBM hybrid cloud and IA solutions as core to your client's technical architecture, today and in the future, as you continually achieve growth in your team's revenue.

Advocating for leading-edge technologies and digital transformation, with an emphasis on Cloud and AI, you'll pave the way for your teams' successes by bringing the full technology power of IBM to your customers. People who will be receptive because of your natural ability to create trusted and enduring relationships that establish IBM as an essential partner to solving their most difficult challenges.

Your primary responsibilities will include:

- Team Leadership and Culture Building: Energize your core and extended teams by leading with a clear purpose and radical candor and fostering a growth mindset culture.
- Technology and Industry Expertise Application: Leverage broad and deep technology and industry expertise to engage decision makers and key influencers with highly contextual insights and competitive perspectives.
- Resource Optimization: Optimize resources of your direct and extended sales teams across IBM.
- End-to-End Sales Management: Drive end-to-end sales of IBM technology that drives revenue while also executing closed-loop feedback processes that drive continued professional and product development, and client advocacy.

Required Technical and Professional Expertise
- Leadership Expertise: Veteran-level leadership experience with a track record of winning through collaboration, resilience, empathy, and innovation. Natural ability to inspire and motivate others to succeed in highly complex, enterprise-scale technology sales environments.
- Technology Expertise: Solid credibility and confidence across cloud, data & AI, automation, security, and storage technologies, with deep and broad expertise in at least one specialty
- Communication and Networking: Strong people, communication, and collaboration skills, with a proven record of c-suite networking and influencing throughout the successful closure, and post-closure expansion of complex technology sales cycles (including $multi-million deals).
- Agile and Sales Methodologies: Experience of using agile techniques in addition to contemporary technology sales methodologies (e.g., consultative/Challenger selling) to successfully deliver in a way that's both nimble and fast and guides customers to our products vs. leading with them.
- Fluent German and English language skills

Preferred Technical and Professional Expertise

IBM Product Experience: Experience of working with any of IBM's products and services (training across IBM's product suite will be provided).

About Business UnitIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s 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

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