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Job Details


Storage Technology Sales Specialist


Computer Specialist


Durham, North Carolina, United States

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
The IBM Global Storage Business Development Team is looking for a seasoned Sales Professional who would develop and execute strategies in support of the Storage Brand, help to support and grow sales with existing partners in Americas identify and establish new partners, all resulting in meeting or exceeding storage sales budgets. The BDE will be responsible for supporting Americas sales teams, providing ongoing management of existing partners, identify a pipeline of potential new partners, establish partner contacts, organize briefings, deliver product and relationship briefings, structure proposals, negotiate agreements, and have a deep understanding of CRM’s to elevate the ESA business across IBM.
Achievement of goals requires working closely with the broader IBM Systems teams to understand the various product portfolios and roadmaps, workloads, routes-to-market, technologies, business objectives, and understanding existing and potential new partner’s business objectives, and to structure deals to maximize value for both IBM and the partner. This is an opportunity to engage directly with key industry partners and to establish and develop long term relationships and strategies, for on-going business benefit.
If you are an established Business Development Executive, a leader, a self-starter with a strong sense of urgency, resourceful, and a creative yet strategic thinker, then this is the role for you.
Key responsibilities include the following:
  • Provide subject matter expertise for storage products and roadmaps, processes, technologies, and routes-to-market, to support offering development, regional sales teams and partners.
  • Contribute to the development and implementation of strategies and plans which will increase sales and profits of both existing and prospective new partners.
  • Provide partner relation management, act as primary point of contact for a partner, identify key executive, business and technical contacts at the partner and coordinate execution of sales plans.
  • Identify new partner opportunities by analyzing IBM strategy, industry strategy, technology shifts, and to create strategic and tactical plans to sign and onboard new partners.
  • Provide regular pipeline and cadence reporting to management.
  • Contribute to product development by obtaining feedback from partners, and coordinate requests to develop new and competitive products to meet market needs.
  • Manage existing partner agreements and lead the negotiation and signing of agreements with new partners. Familiar with, and the ability to successfully negotiate all forms of agreements; NDA’s, MOU’s, Term Sheets, Loan Agreements, SOW’s, OEM and ESA Agreements.
  • Build and maintain good working relationships with headquarters-based functional teams; Executive, Brand, Development, Legal, Trust and Compliance, Field Support, Pricing, Finance, etc.), and serve as the liaison between regional sales teams, partners, and such headquarters-based functions.
  • Frequent travel throughout North America sales, to execute strategic and tactical business plans, deliver storage strategy, roadmaps and storage product training, negotiate contracts, close large sales opportunities, resolve customer satisfaction issues, etc.
  • Attend regional and national trade shows and conferences to build contacts with potential new partners to create new business opportunities. Responsible for developing and implementing strategies for maximizing show success.
  • Develops and executes programs to enhance product and brand awareness.
  • Grow storage skills by continually updating your storage knowledge in the following areas; IBM storage roadmaps and strategy: hardware, software, as a service offerings, Spectrum Fusion, industry trends, competitor trends etc.

Required Technical and Professional Expertise
For this IBM role, we require:
  • 10+ plus years BDE and / or client engagement experience within the technology industry and a strong preference for storage, server and networking technologies
  • 10+ years direct client engagement experience with CxO audiences and executive communication skills
  • Deal negotiation and complex contract negotiation experience
  • Global experience with Go to Market strategies
  • Project management experience, ability to multi-task and flexibility with varying priorities based on the needs of the business
  • Ability to operate and influence in highly matrixed, global team environment
  • Bachelor degree with preference for engineering, software, or related scientific field; a master’s degree or doctorate preferred
  • Excellent written and verbal communication, especially the ability to be persuasive, excellent coaching skills; ability to observe, evaluate, and give meaningful feedback

Preferred Technical and Professional Expertise
  • Storage Market Expertise: Storage market knowledge to be a trusted client advisor (training on IBM's Storage offerings is provided).

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.

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.