Job Details

Hybrid Cloud Platform Distribution Market Leader

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Job Description

Job Description
Role and Ownership
  • Leads the Hybrid Cloud Platform (HCP) Sales team in the Market. Full business responsibility for Hybrid Cloud Platform
  • Responsible for building and maintaining a portfolio of highly satisfied Hybrid Cloud Platform clients and for achieving revenue, SaaS and signings budgets
  • Manages and balance quota allocation and territory alignment across
  • Defines Routes-to-Market for HCP Market success
  • Coaches teams on priorities and engagement strategies across HCP portfolio
  • Responsible for driving skills and capability of HCP team
  • Removes inhibitors for engaging HCP teams
  • Supports removing inhibitors in contract and pricing to facilitate deal closing and improve yield
  • Works with Geo to articulate Market requirements and offering gaps
  • Leads relationship and work in the Market with strategic partners (VMWare, Skytap, etc.) on HCP strategic plays and wins
  • Dedicated to the Market; deployment of Reps to the target model
  • Committed to HCP deployment model, driving skills and capability of HCP
Client counterpart
  • Supports key relationships with strategic client buyer audiences focused on Business, Designing, Building, Migrating to, Managing, Transforming and Expanding in IBM’s Hybrid Cloud Platform portfolio

Required Technical and Professional Expertise

  • Expert level in sales leadership, with demonstrated history of repeatedly meeting or exceeding quarterly targets
  • Expert understanding of IBM Cloud PoV, portfolio and value propositions
  • Expert level in articulation of IBM’s unique value to the c-suite
  • Expert level in creating value propositions —helping client identify high-value Cloud entry points
  • Expert level in leading, coaching and mentoring teams to achieve aggressive goals
  • Expert level in leading bigger teams, also in matrix organizations
  • Team player to work together with other parts of IBM and senior management
  • Understands Cloud Service delivery in order to articulate in depth the business and IT value of IBM’s cloud and cloud services value propositions
  • Has a good network of business relations within the Market and on Geo/international level

Preferred Tech and Prof Experience

  • Has a good network of business relations within the Market and on Geo/international level

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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