**Introduction** IBM offers a world-class public cloud. But what sets us and your career apart is our approach to hybrid cloud. A Technology Sales Specialist role in IBM Cloud means a career where you're leading prospective clients towards IBM Cloud Paks and Red Hat OpenShift products. It means you'll be directly impacting their adoption of next-generation hybrid cloud platforms to develop, run and manage workloads of some of the worlds most influential enterprises and brands. Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you'll be surrounded by bright minds and keen co-creators - always willing to help and be helped - as you apply passion to work that will compel our clients to invest in IBM's products and services. **Your role and responsibilities** What is the position? Brand Sellers create demand and progress opportunities to close for their assigned brand (Automation Portfolio), based on their deep brand expertise and in-depth knowledge of the competitive landscape. They partner with their clients to co-create brand specific solutions that address their business needs and drive client innovation. They navigate IBM to bring the right technical resources to drive sales wins. What are you accountable for? Role Focus You are accountable for... Account Planning & Stakeholder Management • Supporting territory strategy and contributing to the account planning process for assigned accounts • Maintaining strong relationships with IBM Brand Technical Specialists to align sales efforts with offering capability roadmaps • Partnering with IBM Technology Expert Labs to ensure clients have services skills needed for successful product deployments Sales Execution • Applying expert level knowledge of select offerings with industry expertise to propose relevant and impactful use cases that address the client’s business needs and drive client innovation and how they compare to competitors’ offerings • Owning the E2E sales process for assigned offering portfolio and clients - from opportunity identification to deal closure Managing for Growth • Elevating the client strategic conversations at platform level, tying together our product portfolio in a way that makes sense for business **Required technical and professional expertise** What capabilities do you need? * Understanding of relevant platform/brand products to sell using product demonstrations, storytelling and whiteboarding. * Ability and confidence to discuss Red Hat OpenShift as architectural control point to win deals on this basis. * Understanding of Ecosystem and Partner's footprint and capabilities/competencies within your territory. * Strong knowledge of pricing /subscription models related to offering and how to create the financial/contract. * Engage other IBM teams and subject matter experts (e.g., Brand Technical Specialist, Client Engineering, Customer Success Manager) early in the sales process to accelerate deal progression, customize client experiences, win the deal and grow software consumption. What are your Objectives and Key Results(OKRs)? * Opportunity Identification (OI) & Pipeline * Transactional, Subscription, Expert Labs and SaaS revenue against budget * Number of customised client experiences * Deployment and Consumption, subscription renewal 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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.