IBM Cloud & Cognitive Senior Seller in OTTAWA, Ontario

Job Description

As a Senior Sales Leader for Watson and Cloud Platform you will be assigned to cover the Canadian Federal Government and associated ministries. You will be accountable for Watson & Cloud Platform new contract signings targets and client consumption revenue measured monthly. In consultation with your extended W&CP technical team as well as the assigned IBM Client Coverage team, you will be responsible for developing and executing a W&CP account strategy for the Federal Government accounts. This includes cultivating long term relationships, driving opportunity identification initiatives, and ultimately being the Opportunity Owner on major cross offering Cloud sales pursuits.

As the Senior Seller you will coordinate the efforts of the W&CP subject matter experts to ensure alignment on all opportunities. You will also be responsible to initiate and be sure that all clients fall under an IBM contractual framework e.g. a Cloud Services Agreement. From a client perspective you will deal with teams focused on designing, migrating, building, managing, transforming and expanding their services in the IBM Cloud. Your goal will be to build trusted and ongoing relationships with key buyers and influencers including Line of Business Owners, cloud developers, CIO's/CTO's, and technology procurement.

Key Skills and Experience required:

  • Experience in navigating government procurement processes and contracting operations

  • Expert level knowledge in Federal Government departments, operating entities and reporting structures

  • Experience in Cloud and/or Cognitive solutions including: Infrastructure as a service (IaaS), (PaaS), and Cognitive Solutions (AI)

  • Experienced level vertical industry knowledge. Ability to articulate business models, value, pricing and terms

  • Experienced level skill in Design thinking and Agile methods

  • Demonstrated ability to negotiate Services based contracts

  • Ability to develop an account strategy to articulate IBM's unique value to the c-suite

  • Able to envision opportunities and create strong value propositions

  • Bilingualism is an asset (English and French)

Required Technical and Professional Expertise

  • Experience in navigating government procurement processes and contracting operations

  • Expert level knowledge in Federal Government departments, operating entities and reporting structures

  • Experience in Cloud and/or Cognitive solutions including: Infrastructure as a service (IaaS), (PaaS), and Cognitive Solutions (AI)

  • Experienced level vertical industry knowledge. Ability to articulate business models, value, pricing and terms

  • Experienced level skill in Design thinking and Agile methods

  • Demonstrated ability to negotiate Services based contracts

  • Ability to develop an account strategy to articulate IBM's unique value to the c-suite

  • Able to envision opportunities and create strong value propositions

  • Bilingualism is an asset (English and French)

Preferred Tech and Prof Experience

  • n/a

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.