Federal Brand Technical Specialist - Application Integration

Introduction A Technology Sales Specialist role (what we internally call a ‘Brand Techical Specialists’) within Automation means working for a leader in AI-Powered products. Envision helping clients create a world with less repetitive work and more innovative decisions. Less unplanned downtime and more proactive insight. And less waiting on systems… So that their employees can invest more time on the work they love. Join us and co-create with clients on solutions that makes people more productive and improves business performance, so that they can change the world at a scale not previously possible. 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 As a Brand Technical Specialist, you’ll work closely with clients to develop relationships, understand their needs, earn their trust and show them how IBM’s industry leading solutions will solve their problems whilst delivering value to their business. • Client Management and Value Definition: Effectively manage client relationships, define IBM’s value proposition, and engage key decision-makers. • Sales Process Management and Collaboration: Oversee the entire sales process, with a focus on expanding new business opportunities, and collaborate closely with various IBM teams. Required technical and professional expertise • Reside in Washington D.C. and surrounding areas. • Multiple years of direct, face to face customer selling experience. • Multiple years of selling cloud software or SaaS solutions. • Functional competence across the Application Integration and runtime landscape. • Ideal candidates should have a passion for cloud technologies, solving customer problems, winning every time. • You are a hunter who takes ownership of an assigned territory focused on net new logo acquisition and upsell opportunities. • You demonstrate expertise in building business cases which clearly articulates value and differentiation at all levels of your customer organizations. • You constantly generate pipeline using creative techniques, tools, team collaboration, industry events and top tier channel partners. • You demonstrate a true "value based" sales approach and have experience explaining complex ROI models to C level customers. • Ability to collaborate with teams within IBM and partners externally. Preferred technical and professional experience • Knowledge of Hybrid cloud solutions. • Demonstrated experience in leading complex deals and value-based selling. • Multiple years selling cloud software or SaaS solutions. • Multiple years selling IT Automation or Integration software. • Experience selling into the US Federal Space. More specifically DOD/INTEL/FSIs organizations. • Security Clearance- TS or TS/SCI. Preferred or Similar Software Experience • Hybrid iPaaS (IBM + WebMethods) • API Connect • APP Connect • Sterling (B2B Integration) • Cloud Pack for Integration • MQ - Message Que • DataPower • Aspera • Event Automation • FTM Apply Job!