Technical Sales Leader: Cloud, Data, AI and Security) Job at IBM – Sandton, Gauteng
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 Data &AI, Automation and Security Technical Sales Manager in the Southern Africa Market, you will be expected to work with customers, partners, Sales and Technical Sales Managers and Leaders in Southern Africa and with Marketing/Offering Management to achieve the IBM Data AI & Automation and Security Software revenue targets. Focus will also include support of Deployment at identified customers, and development of effective Sales and Technical Sales Accelerators to communicate IBM’s value proposition for IBMs Cloud and Hybrid Cloud Strategy as well as the Data AI & Automation and Security Portfolio.
Your work, and your team’s work, will concentration on top opportunities to win clients/customers hearts, minds and commitment to Data AI & Automation solutions on Hybrid Cloud Platforms. Including IBMs Cloud, Amazon AWS, Microsoft Azure, Google Cloud Platform and other public cloud environments. You will be responsible for collaborating with IBM sales teams to define, design, and detail the technical aspects and feasibility of proposed solutions. You and your team will deliver solution workshops, product demonstrations, technical education, and Proof of Concepts. You will support technical escalations, design solutions, and answer technical questions throughout the sales process in order to progress and close sales and develop customer relationships. You and your team will assist the IBM sales team with quantifying the value proposition of our solutions with clients. Development of skills and Sales and Technical Sales Accelerators that engage clients in forming a vision for IBM offerings and build their confidence in purchase and adoption is an expectation. You will lead a matrix of Technical Sellers assigned to Data, Artificial Intelligence IT, Security and Business Automation portfolio.
Client satisfaction is critical to retaining and growing investment in Data AI & Automation and Security software. You will need to assign skilled and experienced Technical Sellers to situations where client satisfaction is at risk in a timely manner, and with the expectation that clients will transition to IBM Services for longer term success and leverage Client Value programs. Support of partners will be appropriate from time to time.
Development of talent covering Data AI & Automation and Security offerings will be critical to longer term success, and you will collaborate with Eurpore Middle East Africa and Worldwide teams to continuously enable your team. In addition, you should lead your team in adhering to IBM internal policies such as asset management, business conduct guidelines, security and others as required or introduced. You should ensure that activities required to support IBM’s processes are performed in a timely manner (i.e. Checkpoint assessments, FMS Incentive Plan Letters and commission payments, etc).
Required Technical and Professional Expertise
Ability to lead Technical Sellers working independently in a mobile environment covering clients across Southern Africa to achieve these key goals:
Create/identify new revenue opportunities and participate in Technical Opportunity Identification
Successfully deploy Data AI & Automation and Security software to “burn down” ELA content
Ensure investment in relevant skills development
Create and update Technical Accelerators that create client vision for IBM solutions
Collaborate with Sellers and Technical Sellers in Europe Middle East and Africa
Demonstrate effective Coaching and Mentoring Skills
Taking initiatives to collaborate with teams in Markets to support clients in adopting Data AI & Automation and Security solutions, driving team members toward the common goal of winning business and deploying Software
Ability to articulate the technical benefits of IBM’s Data AI & Automation and Security products, solutions and services to all levels in customer’s organization
Ability to identify the client’s business and technical requirements and leverage IBM methodologies (Design Thinking, Gap Analysis) to communicate findings
Ability to build and maintain relationships with key decisions makers and influencers within Southern Africa Client base
Ability to develop and deliver compelling demonstrations, proof of concepts, prototypes, and other pre-sales assets which tie IBM solutions to Customer Value
Competency in post-sales tools and programs to advance the deployment and develop client references
Understanding of Data AI & Automation and Security Solutions, and their role in a client Journey to Cloud, at a high level. Ability to position value props for these products with clients.
Ability to provide technical assistance for marketing activities, especially Virtual Selling activities. Also User Group Meetings, Executive Briefings, Meet-ups and Trade Shows
Preferred Technical and Professional Expertise
Prior experience leading Technical Sellers
At least 3 year’s experience in Data & AI OR Automation OR Security software
Demonstrated technical and business value aptitude
Demonstrated customer-facing, presentation, written communication, and interpersonal skills
Track record of successful client wins involving IBM Software solutions and/or significant deployment success
Ability to articulate the technical benefits of IBM’s Data AI & Automation and Security products, solutions, and services to all levels in customer’s organization
Ability to identify the client’s business and technical requirements and to convert these into Opportunity Identification
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 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 @ IBMAre you craving to learn more? Prepared to solve some of the world’s most unique challenges? And ready to shape the future for millions of people? If so, then it’s time to join us, express your individuality, unleash your curiosity and discover new possibilities.
Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change – to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.
It’s time to define your career.
About IBMIBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
Location StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.
Being You @ IBMIBM 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, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
About the Company
Company: IBM –
Company Location: Sandton, Gauteng