**Introduction** Join IBM's Automation brand as a Sales Specialist, spearheading integration-led transformations for enterprises across Malaysia. You'll champion IBM's webMethods Hybrid Integration portfolio, comprising webMethods, App Connect, MQ, API Connect, and Event Streams, assisting clients in modernizing their integration frameworks across hybrid and multi-cloud environments. Engage with C-level executives, architects, and business stakeholders in key sectors like banking, telco, government, and manufacturing, facilitating their evolution towards agility, innovation, and data-driven strategies. Thrive in our dynamic, high-achieving sales environment, bolstered by comprehensive onboarding, ongoing training, and IBM's robust partner network. **Your role and responsibilities** 1. Establish trust with high-level enterprise clients to grasp integration obstacles and business goals. 2. Leverage consultative selling to articulate IBM's integration solutions, emphasizing their impact and return on investment. 3. Oversee the entire sales process - from prospecting through opportunity realization and closure, meeting or exceeding sales quotas. 4. Develop and manage a sales pipeline, consistently achieving or surpassing targets. 5. Accurately forecast revenues based on pipeline data and market insights. 6. Secure net new clients through strategic account planning and proactive lead generation. 7. Collaborate with IBM engineering, ecosystem allies, and marketing to devise client-centric solutions and execute marketing initiatives. 8. Promote modern integration methodologies, including API-first design, event-driven architecture, and cloud-native integration. 9. Participate in successful sales campaigns, contributing to team and individual success metrics. **Required technical and professional expertise** 1. Demonstrated expertise in technology sales in Malaysia, with a track record of expanding enterprise clientele. 2. Proficiency in conveying technical benefits to both business and IT decision-makers. 3. Experience managing intricate enterprise sales processes. 4. Superior presentation, negotiation, and narrative skills. 5. Capability to synergize effectively across multidisciplinary teams and partner networks. **Preferred technical and professional experience** 1. Insight into Hybrid Integration technologies (iPaaS, API management, messaging, event streaming). 2. Understanding of sector-specific integration hurdles in banking, telco, manufacturing, or public administration. 3. Familiarity with rival platforms such as MuleSoft, Boomi, Azure Integration Services, or AWS AppFlow. 4. Proven track record of driving successful sales campaigns, meeting sales quotas, developing effective pipelines, accurate revenue forecasting, and securing net new clients. 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.