About Watson AIOps
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.
Traditional domain-based IT management solutions can't keep up with the volume. They can't intelligently sort the significant events out of the crush of surrounding data. They can't correlate data across different but interdependent environments. And they can't provide the real-time insight and predictive analysis IT operations teams need to respond to issues fast enough to meet user and customer service level expectations.
IBM Watson AIOps, provides visibility/observability into performance data and dependencies across all environments, analyzes the data to extract significant events related to slow-downs or outages, and automatically alerts IT staff to problems, their root causes, and the recommended solutions help reduce MTTD (mean time to detection) & MTTR (mean time to resolution) by applying machine learning based predictive management approaches.
In addition, the shift to Hybrid Cloud computing brings new requirements to integrate applications across various environments while considering the right integration style for the job. 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 potential 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 be successful building 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.
Your Role and Responsibilities
IBM is looking for an AIOps and Integration Sales Specialist who will be responsible for taking the Cloud Pak for Watson AIOps and the Cloud Pak for Integration 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 Cloud & Cognitive software portfolio and will become a part of the growth area within IBM.
Required Technical and Professional Expertise
3+ Years direct, face to face customer selling experience
3+ years selling cloud software or SaaS solutions
2+ years selling AIOps solutions and/or Enterprise Integration software
2 years minimum experience selling IT solutions Financial Services
Functional competence across the Application Monitoring landscape
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 are 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
Knowledge of Hybrid cloud solutions.
Demonstrated 3-5 years experience in leading complex deals and value based selling.
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.
This job requires you to be fully COVID-19 vaccinated prior to your start date, where legally permissible. Proof of vaccination status will be required. If you are unable to be vaccinated due to medical, pregnancy or religious reasons, we offer accommodations in accordance with applicable law.
Your Life @ IBMAre you craving to learn more? Prepared to solve some of the world's most unique challenges? And ready to shape the future for millions of people? If so, then it's time to join us, express your individuality, unleash your curiosity and discover new possibilities.
Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change - to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.
It's time to define your career.
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 StatementIBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:
*12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.
*World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.
*Well-being programs to support mental and physical health.
*Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).
*Select educational reimbursement opportunities.
*Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.
*Giving and volunteer programs to benefit charitable organizations and local communities.
*Discounts on retail products, services, and experiences.
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.
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 @ 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, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.