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Application Modernization Brand Sales Specialist- Midwest

IBM

IBM

Sales & Business Development
Posted on Thursday, February 1, 2024
Introduction
Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you’ll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that will compel our clients to invest in IBM’s products and services.

Your Role and Responsibilities
Today, most organizations are transitioning from a traditional infrastructure of separate, static physical systems to a dynamic mix of on-premises, managed cloud, private cloud, and public cloud environments, running on virtualized or software-defined resources that scale and reconfigure constantly.

Applications and systems across these environments generate a tsunami of data that keeps growing. In fact, Gartner estimates that the average enterprise IT infrastructure generates two to three times more IT operations data every year.

The shift to Hybrid Cloud computing brings new requirements to integrate applications across various environments with consideration for integrations that are fit for purpose for the workload or application. Traditional point solutions can provide a single style of integration capability (i.e. Point to Point messaging, Enterprise Services Bus, Large File Transfer, API, Event Based Integration, etc). This means that for an integration specialist to perform their job they potentially have to work across technologies from multiple vendors with different interfaces, programming models, and deployment patterns. This makes delivering consistent and scalable integration solutions extremely difficult.

IBM Cloud Pak for Integration, delivers on the promise of a single integrated integration platform that provides all of the integration capabilities that our customers need to successfully build robust integration solutions. These capabilities include: Point to Point messaging, Application connections, API’s, Message Brokering, Security Gateway, Large File Transfers, and Kafka based Event Management. These capabilities are delivered in a single integrated platform product, Cloud Pak for Integration. Now clients can leverage the right integration style for the right job and be assured to have the same experience across the platform thereby reducing training, increasing reuse, reducing cost, and achieving higher quality integrations.

In addition to the modernization trends surrounding Integration, customers are also wrestling with the need to refactor existing applications to allow for portability, scalability, adaptation to the cloud and to relieve technical and feature debt so as to bring the necessary innovations needed to provide better business outcomes. IBM Cloud Pak for Applications delivers a comprehensive set of solutions within a single platform which allows customers to review their code and applications, provide transformational suggestions, deliver updated code within a world-class container platform leveraging a platform allowing them to manage their complex, hybrid environment. IBM leverages a suite of DevSecOps tools to help customers accomplish code modernization and manage the CI/CD pipelines for innovative application delivery.

Your Role and Responsibilities


IBM is looking for an Application Modernization Sales Specialist who will be responsible for taking Cloud Pak for Integration , Cloud Pak for Applications and DevSecOps solutions to market. This includes the coordination and successful execution of all assigned sales related activities within an assigned territory or set of accounts to achieve assigned financial sales objectives. This role has unlimited potential and is highly focused on the development of a territory while expanding IBM’s cloud software & services into associated industries, as defined. Activities include working with and leveraging other IBM client facing teams to create demand, identify opportunities, qualify opportunities, and then directly executing high quality professional engagements that result in winning opportunities. Successful candidates will exceed assigned sales targets while providing high value customer solutions. Sellers will represent part of the IBM Software portfolio and will become a part of the most strategic growth area within IBM.

Required Technical and Professional Expertise
  • Multiple years direct, face to face customer selling experience
  • Multiple years selling cloud software or SaaS solutions
  • Strong understanding of the following verticals: IT Operations, DevOps, Site Reliability Engineering, Application Monitoring, Enterprise Integration, Enterprise Service Bus, Event Based Architecture, Kafka
  • Ideal candidates should have a passion for cloud technologies, solving customer problems, winning every time at everything
  • You are a hunter who takes ownership of an assigned territory focused on net new logo acquisition and upsell opportunities.
  • You demonstrate expertise in building business cases which clearly articulates value and differentiation at all levels of your customer organizations.
  • You constantly generate pipeline using creative techniques, tools, team collaboration, industry events and top tier channel partners.
  • You demonstrate a true “value based” sales approach and have experience explaining complex ROI models to C level customers.
  • You’re a pipeline generation master, expert in driving direct sales from first touch to close.
  • You’re an entrepreneur – who likes to run a business and know that owning your own pipeline generation is fundamental to your success.
  • Ability to collaborate with teams within IBM and partners externally


Preferred Technical and Professional Expertise

  • Knowledge of Hybrid cloud solutions.
  • Prior experience with AppDynamics, Dynatrace, MoogSoft, Splunk, Datadog, ServiceNow, MuleSoft, Tibco, Software AG, etc.
  • Demonstrated experience in leading complex deals and value based selling.
  • Multiple years selling cloud software or SaaS solutions