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zExpansion Sales Representative

Job Description
Over the past 5 decades the IBM mainframe has been the flagship of IBM's Systems lineup and the gold standard for security, reliability and massive transaction processing. As we take the IBM Z mainframe into the era of Cognitive and Cloud Computing, we are looking for talented professionals to join us in this new era.
The world's top companies rely on the IBM mainframe to protect their data with impeccable security, run Blockchain and machine learning applications and provide trusted digital experiences. Join us and be part of a diverse and global team of thinkers and doers and make an impact on the top banks and insurance companies, the largest airlines and most important government entities around the world.
The zExpansion Sales Representative will engage new and established clients in a Value-add business conversation around expanding workloads on IBM Z. This person will need to identify and properly qualify business opportunities while helping to address client?s availability, security and application modernization challenges. This challenging and high-visibility position will be responsible for driving critical business applications into new and existing accounts for expanded workload areas on the IBM Z platform. The candidate must be highly motivated, extremely results driven, independent, curious, trustworthy, customer focused, technologically savvy, and skilled at building and maintaining long term client relationships.
The zExpansion Representative will be responsible for a specific geographical territory and will be tasked with building a territory plan to define suitable zExpansion business targets. The ideal candidate will use innovative and creative ways to gain access to senior leaders within the identified accounts. This individual will successfully interact
with Business Partners and other IBM departments such as Software Sales, Sales Operations, Global Technology Services and Customer Success, building a creative solution to address client requirements. The key will be leveraging IBM as a global company to achieve local business objectives.
Limited management supervision and direction will be provided since the candidate will be expected to operate and drives results independently. The ideal candidate must demonstrate subject matter expertise in Analytics, Test/Dev modernization & DEVOPS, Security, Core Banking applications, Disaster Recovery, and On-Premise Cloud. This individual must be able to build and lead ad-hoc cross functional teams and be the overall lead for the zExpansion sales engagement.
Key Skills Needed to be successful for this role:
+ At least 3 years of quota sales experience in a large Technology/Services organization selling hardware and software solutions
+ Aptitude for understanding how technology products and solutions solve business problems
+ Solid knowledge in selling solutions, such as Disaster Recovery, Test/Development Modernization, Business Analytics, packaged applications such as payments, credit cards, and Blockchain along with the server platform
+ Skills in one of the following areas:? Analytics, Test/Dev modernization & DEVOPS, Security, Core Banking applications, Disaster Recovery,?On Premise Cloud
+ Experience driving business development, and achievement of strategic goals by leading customers through the entire sales cycle
+ Experience leading territory strategy in generating and developing business growth opportunities, working collaboratively with IBM Global Markets (Client facing, cross IBM organization), IBM Systems (e.g. IBM Storage Systems, Solution Server Sellers), IBM Z Software and Hybrid Cloud, IBM Global Technology Services, IBM Technical Services, Finance, Operations, Customer Engineers and IBM Business Partners
+ Demonstrated verbal and written communications skills, proven ability to convey information clearly and provide analysis to help customers make buying decisions
+ Ability to operate at all levels within a client from both technical to CxO level decision makers
+ Well organized, structured and able to articulate the IT solution and relate it to client?s needs.
+ Experienced in selling, managing and winning competitive situations
+ Experience in value selling.? Ability to build a business case with compelling value tied to a solution and server platform.?
Why IBM Z?
The world is in the midst of a digital transformation. As businesses adapt to capitalize on digital, trust will be the currency that drives this new economy. Trust is why 44 of the top 50 banks, government agencies, healthcare organizations, and 10 of the top 10 insurers run on IBM Z mainframes.
IBM Z is the World's most powerful business platform. 68% of enterprise production workloads, 80% of structured enterprise data, and 55% of all enterprise transactions, including more than 50% of the back-end transactions generated from mobile enterprise applications run on IBM Z. We are embarking on an exciting journey to transform the technology and business landscape with our IBM Z business platform.
ZTBA2018
Required Technical and Professional Expertise
+ Sales experience in a large Technology/Services organization selling hardware and software solutions
+ Aptitude for understanding how technology products and solutions solve business problems
+ Solid knowledge in selling solutions, such as Disaster Recovery, Test/Development Modernization, Business Analytics, packaged applications such as payments, credit cards, and Blockchain along with the server platform
+ Skills in one of the following areas:? Analytics, Test/Dev modernization & DEVOPS, Security, Core Banking applications, Disaster Recovery,?On Premise Cloud
+ Experience driving business development, and achievement of strategic goals by leading customers through the entire sales cycle
Preferred Tech and Prof Experience
+ Experience in the Financial Services, Government or other industry
+ IBM mainframe knowledge preferred but not a prerequisite
+ Manage multiple opportunities through the entire cycle simultaneously, working with cross-functional teams as necessary, and serve as the primary customer contact for all zExpansion sales related activities.
+ Ability to work collaboratively with Business Partners, ISV?s, andinternal IBM organizations
+ Proven discipline on pipeline management and metrics, ability to forecast accurately.
+ Ability to explore and understand complex requirements on both a business and technical level
+ Proven ability to navigate through a matrix managed internal structure and build teams to achieve the desired result.
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.

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