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Job Details

Global Brokerage Sales Leader

Company name
International Business Machines Corp. (IBM Corporation)

Bethesda, MD, United States

Employment Type

Sales, Manager

Posted on
Jan 30,2019

Valid Through
May 15,2019

Apply for this job


Job Description

Sell IBM Global Technology Services (GTS) Cloud Brokerage Services and Multi Cloud Management Platform Solutions to Enterprise IT clients and make IBM/GTS the market leader in this space; Establish a deep understanding of our Cloud Services Brokerage (CSB) and Multi Cloud Management Platform (MCMP) offerings and solutions (and that of our key competitors) and be able to demonstrate these IBM offerings/solutions to clients and position their value within the context of each client's business; Be recognized as a sales leader for CSB across IBM; Pro-actively collaborate and team with (and lead) colleagues across IBM (sellers, pricers, solutioners, delivery professionals etc.) as required to achieve your sales goals (including contributing to account planning sessions); Exceed client expectations with the brokerage services engagement they signed up for; Achieve/exceed assigned quarterly signings / revenue / profitability targets; Develop, manage and report opportunity pipeline effectively to achieve/exceed sales targets (in accordance with IBM processes); Develop, grow and maintain successful business relationships at all levels (up to and including Board level) within all the clients with whom you engage; Secure client references for IBM's Cloud Brokerage Services Solutions; Capture lessons learned - both good and bad - from your sales pursuits and feedback same (see next point); Provide insight to IBM/GTS Sales Executives / Marketing / Offerings teams - based on client engagement experience and feedback - on how to make our offering/solution proposals more compelling to clients and thereby increase our market share. Enable, Coach, and provide Thought Leadership to Brokerage Sellers across the North America / Latin America IOTs.

This is an IBM Global Sales position helping to build and execute sales strategies for an IBM acquisition which is enabling IBM to change model for how Enterprises manage Hybrid/Multi Cloud IT.

Ability to team and collaborate across many functions (i.e. delivery, solutioning, marketing, sales, offering management, etc.). Transformational leadership focused on running a business that is being defined within the marketplace and within IBM.

Required Technical and Professional Expertise

3 years of Cloud Sales Experience

5 years of Sales Leadership/Management Experience

10 years of IT Sales and/or Delivery Experience

BS degree, MBA preferred

Brokerage & Multi Cloud knowledge

Knowledge of ITSM Tools (e.g. ServiceNow) a plus

Preferred Tech and Prof Experience


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.

Company info

International Business Machines Corp. (IBM Corporation)
Website :

Company Profile
International Business Machines Corporation provides information technology (IT) products and services worldwide. The company’s Global Technology Services segment provides IT infrastructure and business process services, including outsourcing, process, integrated technology, cloud, and technology support. Its Global Business Services segment offers consulting solutions for strategy and transformation, application innovation, enterprise applications, and smarter analytics; and application management, maintenance, and support services. International Business Machines Corporation’s Software segment offers middleware and operating systems software, such as WebSphere software to integrate and manage business processes; and information management software for database and enterprise content management, information integration, data governance, data warehousing and analytics, business analytics and intelligence, and predictive analytics. This segment also provides Tivoli software for cloud and datacenter management, enterprise endpoint and mobile device management, asset and facilities management, storage management, and security systems; Rational software that supports software development; and Mobile Software for platform and application development, mobile security, and mobile device management. The company’s Systems and Technology segment provides computing power and storage solutions; and semiconductor technology, products, and packaging solutions. Its Global Financing segment provides lease and loan financing to end users; commercial financing to dealers and remarketers of IT products; and remanufacturing and remarketing services for equipment. The company was formerly known as Computing-Tabulating-Recording Co. and changed its name to International Business Machines Corporation in 1924. International Business Machines Corporation was founded in 1910 and is headquartered in Armonk, New York.

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