Application Modernization Brand Sales Specialist - Rochester, United States - IBM

Description

Introduction
A Technology Sales Specialist role (what we internally call a, 'Brand Sales Specialist') within Automation means working for a leader in AI-Powered products. Envision helping clients create a world with less repetitive work and more innovative decisions. Less unplanned downtime and more proactive insight. And less waiting on systems... So that their employees can invest more time on the work they love. Join us and co-create with clients on solutions that makes people more productive and improves business performance, so that they can change the world at a scale not previously possible. 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
Today, most organizations are transitioning from a traditional infrastructure of separate, static physical systems to a dynamic mix of on-premises, managed cloud, private cloud, and public cloud environments, running on virtualized or software-defined resources that scale and reconfigure constantly.

Applications and systems across these environments generate a tsunami of data that keeps growing. In fact, Gartner estimates that the average enterprise IT infrastructure generates two to three times more IT operations data every year.

The shift to Hybrid Cloud computing brings new requirements to integrate applications across various environments with consideration for integrations that are fit for purpose for the workload or application. Traditional point solutions can provide a single style of integration capability (i.e. Point to Point messaging, Enterprise Services Bus, Large File Transfer, API, Event Based Integration, etc). This means that for an integration specialist to perform their job they potentially have to work across technologies from multiple vendors with different interfaces, programming models, and deployment patterns. This makes delivering consistent and scalable integration solutions extremely difficult.

IBM Cloud Pak for Integration, delivers on the promise of a single integrated integration platform that provides all of the integration capabilities that our customers need to successfully build robust integration solutions. These capabilities include: Point to Point messaging, Application connections, API's, Message Brokering, Security Gateway, Large File Transfers, and Kafka based Event Management. These capabilities are delivered in a single integrated platform product, Cloud Pak for Integration. Now clients can leverage the right integration style for the right job and be assured to have the same experience across the platform thereby reducing training, increasing reuse, reducing cost, and achieving higher quality integrations.

In addition to the modernization trends surrounding Integration, customers are also wrestling with the need to refactor existing applications to allow for portability, scalability, adaptation to the cloud and to relieve technical and feature debt so as to bring the necessary innovations needed to provide better business outcomes. IBM Cloud Pak for Applications delivers a comprehensive set of solutions within a single platform which allows customers to review their code and applications, provide transformational suggestions, deliver updated code within a world-class container platform leveraging a platform allowing them to manage their complex, hybrid environment. IBM leverages a suite of DevSecOps tools to help customers accomplish code modernization and manage the CI/CD pipelines for innovative application delivery.

IBM is looking for an Application Modernization Sales Specialist who will be responsible for taking Cloud Pak for Integration , Cloud Pak for Applications and DevSecOps solutions to market. This includes the coordination and successful execution of all assigned sales related activities within an assigned territory or set of accounts to achieve assigned financial sales objectives. This role has unlimited potential and is highly focused on the development of a territory while expanding IBM's cloud software & services into associated industries, as defined. Activities include working with and leveraging other IBM client facing teams to create demand, identify opportunities, qualify opportunities, and then directly executing high quality professional engagements that result in winning opportunities. Successful candidates will exceed assigned sales targets while providing high value customer solutions. Sellers will represent part of the IBM Software portfolio and will become a part of the most strategic growth area within IBM. *The candidate needs to be in the Minneapolis area.

Required Technical and Professional Expertise
**Extremely important be based in Minneapolis**

• Multiple years direct, face to face customer selling experience
• Multiple years selling cloud software or SaaS solutions
  Strong understanding of the following verticals: IT Operations, DevOps, Site Reliability Engineering, Application Monitoring, Enterprise Integration, Enterprise Service Bus, Event Based Architecture, Kafka
  Ideal candidates should have a passion for cloud technologies, solving customer problems, winning every time at everything
  You are a hunter who takes ownership of an assigned territory focused on net new logo acquisition and upsell opportunities.
  You demonstrate expertise in building business cases which clearly articulates value and differentiation at all levels of your customer organizations.
  You constantly generate pipeline using creative techniques, tools, team collaboration, industry events and top tier channel partners.
  You demonstrate a true "value based" sales approach and have experience explaining complex ROI models to C level customers.
  You're a pipeline generation master, expert in driving direct sales from first touch to close.
  You're an entrepreneur - who likes to run a business and know that owning your own pipeline generation is fundamental to your success.
  Ability to collaborate with teams within IBM and partners externally

Preferred Technical and Professional Expertise
**Extremely important be based in Minneapolis**

• Knowledge of Hybrid cloud solutions.
• Prior experience with AppDynamics, Dynatrace, MoogSoft, Splunk, Datadog, ServiceNow, MuleSoft, Tibco, Software AG, etc.
• Demonstrated experience in leading complex deals and value based selling.
• Experience selling cloud software or SaaS solutions

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. IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

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.