IBM Jobs
Introduction
A Technology Sales Specialist role (what we internally call a, 'Brand Partner Specialist') in IBM's Data & AI brand means accelerating enterprises' success by improving their ability to understand their data. It means providing solutions that enable people across organizations, in multiple roles, the ability to turn data into actionable insights without having to wait for IT. And it means selling multi-award winning software, and world-class design practices that enables business analysts to ask new questions. The answers to which are literally shaping the future and changing the world.
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
As a Brand Partner Specialist you'll work closely with clients to develop relationships, understand their needs, earn their trust and show them how IBM's industry leading solutions will solve their problems whilst delivering value to their business.
Business partner / BP ecosystem performance management:
Manage BP sales team on prospecting, customer coverage, pipeline generation
Achieve good collaboration / synergy with BP on opportunity qualification, progression & closure
Develop and execute co-marketing activities for demand generation (executed with support from marketing team)
Track & address BP skills requirements & development needs to build high proficiency BPs to grow BPs sales & support capacity
Manage overall BP performance on sales, skills growth, forecast accuracy, customer reach
Track, Manage, Report sales progression
Achieve deep insight of BP opportunity, including steps to closure, stakeholder analysis, procurement process, risk identification
Mitigate risk from change and variation in the engagement process to deliver consistent growth
Deliver accurate, closest-to-pin sales forecast & achieve sales closure in a timely manner
Have forward looking view on pipeline building activities to ensure consistent and sufficient pipeline to meet sales target
Achieve excellent sales management hygiene using IBM's sales management tools, reports & processes
Manage Customer Satisfaction
Achieve high end-user / customer satisfaction through BP's solutioning integrity & delivery quality; effectively manage and exceed expectation
Address customer satisfaction issues & complaints regarding IBM Product and/or BP performance issues
Build portfolio of external, customer referenceable accounts/projects
Industry track record
Relevant sales experience particularly in Malaysian major banks and customers in the Financial Services Industry
Experience in software sales and familiar with on-premise, Sw-as-a-service (cloud), and hybrid consumption/deployment models
Established strong management and C-level relationship based on strong industry knowledge, alignment of business requirements to technology initiatives - i.e a trusted advisor
Deep understanding of technology trends and global geopolitical changes and their impact on the local FSI industry
Strong commitment to highest standards of business ethics, regulatory compliance & governance
Communications
Excellent networking abilities, both in growing existing relationship and in 'opening doors' to new relationships
Excellent 'story-telling', ability to techno-speak to a 'non techno-savvy' audience, simplify complex ideas into an 'elevator pitch'; be the 'bridge' between the technical and business communities
Good at building trust and competency-based relationships; delivering to commitments
Strong problem skills coupling business acumen, technology know-how and effective project management discipline
Required Technical and Professional Expertise
Tech Sales Success: Demonstrated success in technology sales, particularly in acquiring new clients.
Business Acumen and Communication Skills: Possess strong business acumen and effective communication skills.
Engaging, Compelling, and Influential Communication: Ability to communicate in an engaging, compelling, and influential manner.
Preferred Technical and Professional Expertise
About Business UnitIBM 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 @ IBMIn 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 IBMIBM'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 StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.
Being You @ IBMIBM 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.
