IBM Hybrid Cloud Services Technical BDE "Mainframe" in Chicago, Illinois

Job Description

Hybrid Cloud Services Technical Business Development (BDE) CoC Role

Technical sales leadership role focusing on the Cloud Managed Services on System z (zCloud Mainframe) offering within the GTS Hybrid Cloud Services portfolio. This role ensures the offering is well integrated into IOT/IMT services sales, solutioning, and delivery programs. In addition, this role will work closely with the global offering management and development team by representing client and market requirements.

Job Role/Responsibilities

Provide direct and responsive support of global Hybrid Cloud Services sales requirements:

  • Engage in direct client sales with local opportunity teams to help qualify, progress and close deals

  • Provide Mainframe technology and services delivery expertise into client-facing dialogues.

  • Present at customer forums and industry conferences, as appropriate

  • Lead IOT/IMT teams as 'deal coach' by showing how Hybrid Cloud Services offerings can add to IBM's value proposition for clients

  • Lead large deal reviews to enhance Hybrid Cloud Services solution development and drive offering inclusion

Global Hybrid Cloud Services Technical Business Development Leadership:

  • Educate and enable sellers worldwide on the zCloud and MFaaS offering to help increase seller/solutioning skills within our services teams

  • Identify gaps and develop new/improved sales and solutioning assets in support of the offering

  • Regularly promote/participate in global sales/pre-sales specialist communities

  • Work with GTS Marketing to deliver next quarter pipeline

  • Assist sellers to develop quality pipelines by leveraging GTS Client Value Plays, cross-GTS sales initiatives, and prospecting tactics

  • Provide input to global sales model, sales incentive planning, and priority identification

  • Engage with Services Integration Hub teams for offering education, solution strategy, and deal progression

  • Lead periodic reviews with the global offering development team to share sales feedback and suggestions

  • Perform presales, sales, and solutioning support with field teams across all applicable IOTs

  • Provide sales governance and oversight of global pipeline within Sales Connect with a view on opportunity progression and attainment of quarterly targets

Specific Services Offerings Sales and Development Activities and Knowledge:

  • Develop and drive offering and Mainframe technical and business subject matter expertise that is recognized and called upon by IOT sales and solutioning teams in support of client opportunities

  • Provide solution costing and optimization support leveraging GTS SDM

  • Team with marketing and offering development to effectively enhance & promote offering

  • Arrange, coordinate, and help conduct sales/solutioning education sessions on client value propositions, and sales tactics

Required Technical and Professional Expertise

  • Demonstrate the ability to understand, provide face to face (f2f) value proposition capabilities, as well as sell and negotiate cloud managed services and Hybrid Cloud related solutions.

  • Demonstrate customer experience in selling, progressing and closing complex, and often transformational solutions.

  • Develop and present technical solutions and configurations for infrastructure as a service with our clients including cloud instances, storage, networking, OS, database and managed services.

  • Engage directly with IT and/or C-level executives to understand their key challenges and demonstrate and price solutions that fit their needs for Public Cloud based solutions.

Preferred Tech and Prof Experience

  • Engage directly with line of business executives to understand their key challenges and demonstrate and price solutions that fit their needs, building solutions using IBM GTS Hybrid Cloud Services portfolio.

  • Develop and execute tactical and strategic sales strategies that leverage existing client relationships, drive win plans that capitalize on or create compelling events and highlight IBM's differentiation to ultimately win the business.

EO Statement

IBM 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, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.