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Job Details


Cloud Sales Specialist

Sales and Marketing



Santa Clara, California, United States

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

A Sales Alliance Leader role in IBM Public Cloud means a career where you're leading alliances with strategic industry partnerships, other IBM business units, and prospective clients towards IBM Public Cloud IaaS and PaaS 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.
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
•Provide guidance & leadership for all regions through expert sales pursuit and qualification practices
•Clients always come first, this includes working with squad leaders, sales/tech cloud team on account planning, collaboration, etc.
•Drive new signings that increase MRR for public cloud with cloud sales/tech account teams; with focus on near term revenue
•Become trusted advisor within account teams
•Provide enablement to sales teams (teach how to fish) for broader scale and in-market impact
•Develop, track, and modify business plan for market around related Public Cloud offerings (including use case development and targets)
•Execute Business Development (events, engagements, conferences) to drive new opportunity identification
•Build relationships with appropriate ecosystem partners by demonstrating value around related Public Cloud offerings
•Build relationships with appropriate Offering Management around related Public Cloud offerings
•Deal review governance, assistance in progression

Required Technical and Professional Expertise
•Broad Understanding of IBM Cloud, Sales Plays, and related offerings
•Aligned within a Market and has a primary “specialty” focus area (eg, HPC, PowerVS, VMWare, and Satellite/ROKS/IKS)
•Broad understanding of IBM Public Cloud Portfolio
•Broad understanding of IBM Technology Products
•Broad understanding of Cloud Architecture and Cloud Adoption Frameworks
•Able to operate cohesively while participating as part of a broad client team
•Able to successfully support the sales process, progress and win Cloud Platform opportunities with the in-market sales/tech cloud account teams

Preferred Technical and Professional Expertise
• Depth and breadth of knowledge regarding IBM Cloud to consult and advise, and quickly grow your reputation as the credible, trusted advisor. (Training on IBM's Cloud offerings is provided).
• Awareness of IBM Cloud strategic initiatives, such as, FS Cloud, SAP, VMWare, and PowerVS.
• Experience with creating and presenting performance management scorecards for strategic initiatives and sales programs.

About Business Unit
Join our team and be at the forefront of innovation with a cloud solution that doesn't limit our clients' options.
We offer enterprise-grade performance; reliability needed more than ever in a post-pandemic economy, and end-to-end security for all remote work demands. All via hybrid clouds, which enable our clients' freedom from one premises or another whilst offering your career an abundance of accelerated opportunity in a space that's experiencing exponential growth. Now and for many years to come.

Your Life @ IBM
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 exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

About IBM
IBM’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 Statement
IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to: - Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being - Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs - Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law - Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals - Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year. This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role. This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you. We consider qualified applicants with criminal histories, consistent with applicable law.

Being You @ IBM
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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.