At IBM, work is more than a job – it’s a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you’ve never thought possible. Are you ready to lead in this new era of technology and solve some of the world’s most challenging problems? If so, lets talk.
Your Role and Responsibilities
The world is in the midst of a digital transformation. IT leaders need a secure cloud platform to deliver insights to enrich customer experiences, protect data and exceed service expectations. As businesses adapt to capitalize on digital, trust is becoming the currency that drives this new economy.
The IBM z Technical Sales Manager is a senior leader within our Cloud sales organization in Asia Pacific. The IBM z Technical Sales Manager is responsible as people and business manager for managing technical professionals who support the sales of IBM z hardware and software products, solutions and/or services to meet/exceed client expectations and key business measurements.
A Technical Sales Manager drives revenue and market share by leading a team of technical pre-sales sellers who are supporting solution sales opportunities leveraging the IBM z and LinuxONE Platform (on-premises software, hardware and Cloud services) to meet their customers infrastructure, data modernization and analytics solution needs.
These objectives will be met by leading a team of Client Technical Specialists and architects and first line technical sales managers, who are together responsible for the technical sales aspects of the entire portfolio of IBM z Systems to our clients in Asia Pacific
Trust is why 44 of the top 50 banks and 90% of the largest airlines run on IBM Z mainframes – the most secure cloud platform on the planet. The world’s most trusted servers offer 100% encryption to protect data from internal and external threats. IBM mainframes deliver record uptime and 99.999% availability. Mainframes process billions of transactions on a single server with speeds 2.8x faster than competitors.
You will have the opportunity to help shape and execute a strategy to build mindshare and broad use of IBM z within enterprise customers of the IBM Cloud and Systems business unit.
The ideal candidate must be self-motivated with a proven management track record in software/technology pre-sales. The ability to connect technology with measurable business value is critical and you should also have a demonstrated ability to think strategically about business, products, people and technical challenges.
The world’s economy runs on IBM Z. As the world continues to evolve, so too does the platform, including ground breaking technical innovations like pervasive encryption as well as ensuring IBM Z extends to be part of the most relevant technical ecosystems, leveraging API’s, DevOps and Operational Analytics. In addition, IBM Z is expanding its delivery model to include leading as a Service offerings such as the IBM Blockchain Platform, built on top of IBM Z.
The IBM z Technical Sales Leader, will apply architectural thinking & methodologies in translating client business requirements into IT solutions with specific mainframe system, application or process designs. Extensive experience with the major software components of RH (Linux, OCP, Containerisation) and Traditional Z (z/OS, CICS, COBOL, DB2/WebSphere) capabilities are needed to be successful in this role.
Direct the IBM z pre-sales cross-brand team and accelerate sales eminence by supporting Industry and Solutions selling skills.
Build and establish long-term relationships with clients, business partners and ISV
Help senior executives at clients to understand best practices around advanced digital transformation and cloud-based solutions, and how to modernize existing workloads Identifying new revenue opportunities
Provide the expert technical knowledge in the sale of highly complex large hardware and software solutions
Lead the team to demonstrate the value of IBM z solutions and offerings to customers.
Lead and coach team members to deliver outstanding business results by anticipating and removing obstacles to enable strong performance, connecting them with the IBM business strategy, and supporting their professional goals.
Support the expense plan and HC objectives and maintain strong business controls and audit results.
Manage the profit and loss of zSW lab services sales and delivery
As the role model for the rest of the technical pre sales team, the candidate will also be responsible to strengthen the architectural thinking and capabilities of the and to lead our contemporary skills
- Knowledge of IBM Systems especially IBM Z and z/SW Portfolio software solutions.
- Experienced Technical Sales Leader with 10+ years of related experience in technical sales leadership roles and coaching IBM z architecture and solution sales required.
- Ability to drive and influence Stakeholder across organizational boundaries through negotiation, organizational, presentation, envisioning, writing, and verbal communication skills required.
- Proven people management experience, developing a high-performance team through continuous coaching, and inspiration required.
- Highly driven person who consistently exceeds goals and expectations required with solid record of managing business operations and processes.
- Experience working with partners and ISVs
- Exhibit external eminence by speaking at events (IBM and non-IBM)
- Passionate for technology. Constant and contagious desire to learn new technologies (e.g. Blockchain, Cognitive, Security) is required
Preferred Technical and Professional Experience
- Deep understanding the IBM z ecosystem
- Technical Sales Management experience in a multi-country territory
- At least 5 years’ experience with IBM z solution sales in IBM with prior experience in a creating, negotiating large deals at IBM
Travel Required: Up to 25% or 2 days a week (home on weekends- based on project requirements)