Job Opportunities at IBM

• As a Software Sales Representative your mission is to work directly with clients and collaborate with IBM business partners to sell IBM Technology and Platform solutions into your territory of client accounts. You must be an expert and advocate for your IBM platform’s technology and its associated offerings. You deeply understand and advocate IBM’s channel programs, aligning the right IBM resources to drive opportunity identification, progression, and/or solution co-creation between IBM Business Partners engaging clients within your territory. You coordinate across IBM teams (e.g., sales, technical, product, marketing, etc.) and IBM business partners to drive territory planning, demand generation, progression (through technical expertise), and closure by solving our client’s business problems.

Your role and responsibilities

• Establish direct connections with your client base
• Establish a solid sales management system to to generate demand, manage pipeline, address client challenges, and progress deals to closure 
• Co-sell with IBM Business Partners and their Clients in support of high value engagements and opportunities 
• Leverage IBM channel program benefits, promotions, co-marketing, demand generation accelerators and tools to drive joint demand generation, progression, and client solutions 
• Augment IBM Business Partner and Client engagements with IBM’s breadth of capabilities, connecting Business Partners with the extended IBM team as needed 
• Apply knowledge of IBM Ecosystem licensing and contracting models to shape solutions supporting platform specific business strategies

Required education

• Bachelor's Degree

Preferred education

• Bachelor's Degree

Required technical and professional expertise

• A minimum of 5 years of technology sales or account management experience in Western Cape territory, preferably in software sales
• Ability to create a sales territory plan, prospect, generate demand, and influence clients technology decisions
• Ability to work effectively with IBM Business Partners and drive joint engagement with clients
• Prior channel partner sales experience
• Experience with selling integration, IT operations, data, AI or cybersecurity solution

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• As a Customer Success Manager in IBM you'll apply your strong foundation of technology expertise to hire and cultivate high performing teams made up of diverse, exceptional CSM talent.A true change-agent, you'll hire and continually develop high performing teams who get IBM's products and services adopted, post-sale, to continually meet your customers' business goals.Combining c-suite gravitas with developer-level approachability, you'll lead your teams as they co-create with clients to fully realise the value of their existing IBM products, whilst expanding their adoption of next-gen solutions from across IBM's wider portfolio.Excellent onboarding training will set you up for positive impact and success, whilst ongoing development will continue to advance your career. Our sales environment is fast-paced and supportive. Always connected to a wider team, you'll be surrounded by other leaders and colleagues. People who are always willing to help and be helped as you scale your territory, with and through your team, as they compel clients to continually invest in IBM's people, products, and services.

Your role and responsibilities

• Customer Success careers in IBM might be different to what you're used to. In addition to the people skills and business acumen often associated with this position, IBM CSMs are also Architects. People with a deep understanding of technical complexities. They can quickly understand clients' hard-to-understand technology issue and communicate them back in an easy-to-understand way. As such, they require growth-minded, radically candid leaders, who can lead and support them technically, commercially, and behaviourally.As an experienced leader of technical, customer-facing talent, you'll help your teams showcase IBM's solutions. Providing direction for use-case identification, solution architecture design, and MVP builds you'll help your teams guide clients through their existing tech stack compatibilities, and changes needed to realise the full value of expanding and /or renewing their adoption of IBM's solutions.Your primary responsibilities will include:
• Team Leadership and Development: Hire, nurture, and develop a team of exceptional client-facing technical talent.
• Solution Validation: Collaborate with CSMs and clients to validate solutions with MVPs that deliver value, leading to production readiness.
• Establishing Trusted Client Relationships: Create and maintain enduring, trusted relationships at technical levels within clients, including CIOs, CTOs, Developers, Data Scientists and Architects, establishing IBM as an essential partner.

Required education

• Bachelor's Degree

Required technical and professional expertise

• Proven Leadership and Credibility: Seasoned technical leadership with a proven track record, along with experience in coaching CSM teams to drive the adoption of complex, enterprise-grade technology solutions.
• Expertise in Deal and Situational Coaching: Demonstrable mastery of deal and situational coaching, while fostering a high-performing, growth-minded, and candid culture.
• Practical Skills in Technology Domains: Possess deep, practical, and applied skills in one of the following areas: Cloud, AI, Automation, Integration, and Security (with understanding across a broad selection, including their interconnectivities).
• Preferred technical and professional experience
• Diverse Technology Solution Expertise: Experience working with a wide range of technology solutions, including Cloud, AI, Automation and more (training in IBM's products will be provided).
• Sales Experience in Software and Cloud: Proven experience in software and Cloud sales, including software, SaaS, IaaS, PaaS, and more.

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• As a Brand Sales Specialist for webMethods & StreamSets 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.

Your role and responsibilities
Your primary responsibilities will include:

• Client Management and Value Definition: Effectively manage client relationships, define IBM’s value proposition, and engage key decision-makers
• Sales Process Management and Collaboration: Oversee the entire sales process, with a focus on expanding new business opportunities, and collaborate closely with various IBM teams
• Working with IBM ecosystem in order to scale and provide further value to IBM customers
• Forecasting accurately within the assigned territory
• Build key management relationship with a focus on new opportunities, customer success and satisfaction, resulting in referenceable accounts and positive brand/company awarenesses
• Teach customers insights and tailor solutions to challenge their approach to key corporate priorities and create a value proposition
• Work with the ecosystem to increase visibility and propensity to win new logos and grow existing customers. Must be comfortable and proven working in collaboration with Cloud Providers and Systems Integrators

Specifically as a Brand Sales Specialist for the webMethods & StreamSets portfolio, you can expect to:

• Sell webMethods and StreamSets product portfolios in the territory
• Achieve/exceed quarterly and yearly revenue targets using approved webMethods and StreamSets business planning, account management, opportunity management, and monitoring processes tools.
• Drive and penetrate new accounts and meet with stakeholders (C-level) within accounts selling collaboration solutions.
• Accurately forecast and report on opportunities within the assigned territory
• Build key management relationships with a focus on new opportunities, customer success and satisfaction, resulting in referenceable accounts and positive brand/company awareness.
• Teach customers insights and tailor solutions to challenge their approach to key corporate priorities and create a value proposition.
• Work with the ecosystem to increase visibility and propensity to win new logos and grow existing customers. Must be comfortable and proven working in collaboration with Cloud Providers and Systems Integrators.

Required education

• High School Diploma/GED

Preferred education

• Bachelor's Degree

Required technical and professional expertise

• 6+ years of experience selling with middleware technologies, cloud architecture, integration platforms.
• Demonstrated experience identifying customers, defining customer solutions and building relationships with company decision-makers.
• Excellent prospecting skills using multiple tools and methods to effectively prospect across many accounts.
• Experience developing and presenting clear and concise sales briefings/meetings.
• Demonstrable success in meeting and exceeding a quota.

Preferred technical and professional experience

• Familiarity with IBM, webMethods and StreamSets products and services