Technology Seller Banking/financial Services

Vor 3 Tagen

Zurich, Schweiz IBM Vollzeit

**Introduction**
As Technology Seller you will work with one of the largest and most important Swiss banking / financial services organizations. As Technology Seller your role is to drive the Technology strategy with your customer, focused around winning the platform and translating customer needs. You have technical skills sufficient to translate a customer's requirements to the right cross-Technology architecture and deliver Level 2 messaging, in context of use cases and critical architectural decision points. The Technology Seller has executive presence to be the customer's strategic advisor across both business and technical customer roles, with ability to generate opportunities and drive predictable revenue growth.

**Your Role and Responsibilities**
- As Technology Seller your responsibilities are:
+ Winning Technology Decision Points and closing deals by using knowledge of strategic offering value proposition; understanding use cases for all solutions
+ Developing and progressing opportunity pipeline across the technology portfolio to contracting and execution
+ Identifying / creating, validating / qualifying, advancing and closing opportunities
+ Coordinating account team of technical and brand sales specialists and across partner and support roles
+ Leveraging marketing to drive customer lifetime value (LTV)
Your top KPI's are:
+ Pipeline development for sustainable growth
+ Achieve revenue growth
+ Sales Plays execution
+ Client NPS and qualitative feedback
+ Red Hat Single Year Booking (SYB)
Your roles and responsibilities are
1. Account Planning & Stakeholder Management: -Develop account strategy with the client and Account Technical Leader -Generates account plans and determines areas for growth; owns forecast with Brand Sales Specialist -Develops and grows trusted relationships at all levels within the client’s business -Leverages industry expertise to understand the client’s business and investment priorities -Incorporates the GSI, ISV, and competitive landscape into account strategy and plans
2. Sales Execution: -Leads the IBM brand and technical team through the end-to-end sales process to progress and close opportunities with a competitive mindset -Identifies, assesses, and closes new business opportunities across portfolio for assigned accounts -Partners with with Dealmakers and IBM licensing on behalf of the client and IBM -Engages channel ecosystem where appropriate and guides clients to certified implementation partners -Coordinates with technical experts as needed
3. Managing for Growth: -Develops and progresses pipeline in prioritized specialty area and across portfolio to grow existing accounts -Balances long-term and short-term opportunities -Prospects and generates strategic opportunities -Partners with GSI and ISV ecosystem to influence client’s decision making on behalf of IBM -Successfully manages client support teams for mapped accounts to support renewals and expansion -Positions the value of IBM’s technology portfolio in enabling client strategy versus the competition
As Technology Seller you are a world-class sales leader and trusted partner who embodies client centricity, drives opportunities to closure, and generates value for your client and IBM. Your key responsibilities include:

- Leading all aspects of the client relationship, establishing IBM as a trusted partner that drives strategic innovation and delivers results
- Owning short-, medium
- and long-term client strategy to meet revenue and business development objectives in alignment with client priorities
- Combining contemporary Cloud, Data, Automation, Security and/or AI skills with industry expertise and an understanding of the client's business to influence client strategy, deliver value and accelerate client success
- Doing technology proof of concepts and establishing co-creation through the IBM Client Engineering team as the new norm
- Leading the extended IBM team through the end-to-end sales process to progress and close opportunities with a competitive mindset
- In more detail, a Technology Seller is responsible for:

- Impactful relationships
- Designing and delivering unique client experiences that establish deep levels of trust
- Integrating and leading a network of cross-IBM and ecosystem resources to ensure exceptional value
- Expanding partnerships at all levels of the client organization resulting in highest levels of client advocacy
- Embodying client centricity; deeply understanding client strategy & roadmap to frame our value proposition in client context
- Demonstrating leadership and growth mindset with IBM team and client team

Strategic Innovation
- Champions an entrepreneurial mindset and delivers unique value by leveraging industry and technology expertise to drive innovative strategies to accelerate clients' success
- Inspires the team, driving a culture of success by delivering client value, leading strong sales execution and managing opportunities to closure
- Solution Co-Creat

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