Principal Technology Sales Representative

3 weeks ago

Sydney, Australia IBM Full time

**Introduction**
IBM offers a world-class public cloud. But what sets us, and your career apart is our approach to hybrid cloud.

A Principal Technology Sales Representative role (what we internally call a 'Brand Sales Specialist') in IBM Cloud means a career where you're leading prospective clients towards IBM Cloud Paks and Red Hat OpenShift products. It means you'll be directly impacting their adoption of next-generation hybrid cloud platforms to develop, run and manage workloads of some of the world’s most influential enterprises and brands.

**Your Role and Responsibilities**
As a Principal Technology Sales Representative in Cloud for Financial Services, you will be developing strategic opportunities with clients or partners and be responsible for converting them into deals. You will work hand in hand with Technology Leaders for IBM’s most strategic customers in the Financial Services Industry.

Geographically you will focus on the Australian market, working with the largest and most important IBM customers in Financial Services. Your work includes cultivating client and business partner relationships, driving opportunity qualification initiatives, understanding client business issues and requirements, recommending IBM Cloud solutions to clients, and articulating their business value.

We're passionate about success. If this role is right for you, then your achievements will mean that your career is flourishing, and our clients are thriving. To help ensure this win-win outcome, a 'day-in-the life' of this role may include, but not be limited to
- Managing a dedicated client set and defining, confirming, and communicating the differentiated value of IBM's technology at both the technical and business level.
- Using your solution-selling expertise you'll be identifying and engaging decision makers and influencers, qualifying business opportunities, and responding to clients' needs to create strategic, long-term partnerships.
- Managing the entire sales process, from RFI / RFP response preparation, and ensuring delivery against KPIs, with a strong emphasis on new business sales, while expanding existing accounts.
- Collaborating with the broader IBM sales ecosystem, from Marketing to Sales and technical colleagues, to IBM Business Partners, to build sales campaigns and incremental pipeline.

Required Experience:

- Proven track record of success in technology sales, with emphasis on new client acquisition.
- Financial Services Industry experience preferred
- Excellent communication and presentation skills that are equally engaging, compelling and influential.

Preferred Experience:

- Depth and breadth of knowledge regarding the Cloud market in order to consult and advise, and quickly grow your reputation as your clients' credible, trusted advisor. (Training on IBM's Cloud offerings is provided)

Sign me up

**Required Technical and Professional Expertise**
As above

**Preferred Technical and Professional Expertise**
As above

**About Business Unit**

IBM 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 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.

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.
Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive e

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