Automation Brand Seller

IBM Middle East

Dubai, UAE

Ref: RP805-1606

Job description / Role

Employment: Full Time

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
Responsible for achieving quota based business results for the IBM Automation Software portfolio within a set of designated accounts. The IBM Automation portfolio is focused on delivering the Automation of the Digital workforce for our clients, with a comprehensive and integrated platform that includes the former Business Process Management, Rules Management, Enterprise Content Management and Capture solutions from IBM, plus Robotic Process Automation (RPA) and Artificial Intelligence technology to deliver the Digital Worker vision, providing a complete set of integrated capabilities covering the whole digital labour cycle, with a unified user experience and in a simple and flexible licensing model

The ideal candidate for this position will be responsible for lead generation, building a pipeline of top quality prospects in designated accounts. The candidate should have experience in sales for Hybrid Cloud Integration Portfolio or similar product line.

Sales Territory Planning
* Formulate a strategy and execution plan to achieve your required business results and assigned targets
* Business Partner Alignment
* Report sales metrics
* Manage the sales process end to end (opportunity identification, progression and closing)
* Manage and grow the Business Partner ecosystem
* Maintain excellent relationships with customers at the C-level

Opportunity Identification and Progression
* Identify and properly qualify business opportunities and accurately forecast your business
* Engage with other internal departments such as Inside Sales, Client Engineering, Sales Operations, Customer Success and broader IBM sales team

Customer Relationship Management
* Develop and cultivate client relationships for the long term.
* Ensuring client satisfaction and utilization of our Automation Software

Contract Negotiations & Opportunity Closure
* Facilitate the negotiations with the client
* Drive the closure process within the client and booking process within IBM


Subject Matter Expertise
* Continuously invest time to develop your IBM Automation Software Portfolio skills
* Continuously invest time to understand your customer's business environment

Required Technical and Professional Expertise
* Direct and face to face customer selling experience via the Channel Sales
* Sales experience and comfortable with qualifying sales opportunities and prepared to drive opportunities with the partner community mainly in growth and strategic accounts
* Selling hybrid cloud software or SaaS solutions in which your primary area of responsibility.
* Ideal candidate should have a passion for cloud technologies, a good understanding of the IBM software portfolio (especially Integration & Development, Management & Platform and Digital Business Automation solutions), solving customer problems and driving revenue growth
* Ability to collaborate with teams within IBM and partners externally.
* Creative problem solver and open to change

About the Company

For more than six decades, IBM Middle East & Pakistan has played a vital role in shaping the information technology landscape of the region. Today, IBM is part of the region's technological fabric, solving real-world business and societal challenges, through its offices in UAE, Saudi Arabia, Qatar, Kuwait and Pakistan, and also a diversity of centers across the region.

Within the region, IBM currently has groundbreaking initiatives in cloud computing, analytics, mobile, security, as well as nanotechnology, eGovernment, healthcare and many more, collaborating with leading educational institutes and governments. IBM supports hundreds of clients to drive transformation through technology, contributes to regional research & development programs and has an active Corporate Service Corps (CSC) program.

Reinvention is a keyword in the company's history and, today, IBM is much more than a "hardware, software, services" company. IBM is now emerging as a cognitive solutions and cloud platform company.

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