IBM Data and AI - Cloud Pak for Data Evangelist

Job Description

Introduction
Client Technical Specialists (CTP) are the technical experts and advisors to clients, IBM sales teams and/or IBM Business Partners. As a CTP you understand the client's business requirements, technical requirements and/or competitive landscape. You apply your business insights, build and maintain client relationships, incorporate hardware, software and services into client-valued solutions and ensure client readiness for the implementation of technical solutions. This is an opportunity to shape the future for both IBM and its clients. Start your journey now!
Your Role and Responsibilities
This position's Korean calling title : 실장 ~ 상무
Job Description
Join the industry-leading hybrid multi-cloud Data and AI team. We are looking for an experienced sales expert with strong technical skills to join our Cloud Pak for Data team. This global customer-facing role is focused on program execution to help drive revenue for our fast growing Cloud Pak for Data portfolio.
We help accelerate our clients journey to AI-powered modernization with this innovative data and AI multi-cloud platform. Cloud Pak for Data System simplifies deployment and management with a hyper-converged architecture delivering the IBM Cloud Pak for Data platform in a pre-built private cloud for analytics including software and hardware.
Responsibilities:
1. Sales Achiever and Cloud Pak for Data Platform Driver (~40% of time)
Understand the drivers of AI at the customer level and convert them to joint business opportunities. Increase wallet share by leveraging deep knowledge about Cloud Pak for Data Solution, competitor’s solution and sales strategies. Be an influencer to BDMS and ITDMs and use a growth mindset to identify solutions to complex business problems. Drive New Business Revenue & New Customer Adds- Sustainable Growth planning and execution for revenue and Penetration through excellence in data-driven business management. Drive growth in your assigned accounts / territory that is aligned to your role in supporting IBM Data and AI strategy.
Main KPIs-

1. Deliver quarterly sales target with diligence and maintain excellence in pipeline and sales forecast management, accuracy rate #%, and deal close plans.
2. Consistently build relationships with decision makers and stay up-to-date on the latest customer offerings by completing all relevant readiness courses on time. X# of hours of industry knowledge and X# of customer visits per week.
3. Support achievement of cloud pak for data market numbers, New logo Adds.
4. # of qualified opportunities and engagements per customer segments for designated verticals
5. Engage and support holistic set of Senior Business Decision Makers (e.g. C-level, LOB Leaders, Operational-BDMs) including partners

2. Sales Challenger and Deal Orchestrator (~30% of time) Adds value to customers by helping them find business opportunities and by bringing innovative solutions and industry benchmarks/references. Leading with a business value focused approach to customer engagement and gaining trusted advisor status
Main KPIs

1. Consistently demonstrate the business value of cloud pak for data through solid business cases behind every sales opportunity. Build industry know-how and be a credible advisor for the customer, demonstrating confidence with C level executives. Stay abreast of market trends and be a SME (Subject Matter Expert) in your field. Actively take responsibility and own opportunities end-to-end. Effectively orchestrate the sellers engaged in the opportunity , with clear agreement on the customer decisions.
2. Effectively leverage DSE/garage program and offers to accelerate and win the deals. Build a strong and active external network with both customers and partners.
3. Translate Cloud Pak for data tech breadth into business impact through solid business and professional skills in order to accelerate the customer’s AI transformation. Can deliver initial level demo to customer independently. Anticipate market changes to drive new, relevant solutions to customers. Leverage CTP and DSE resources where relevant.

3. Scale Partner Activation & Co-sell (~30% of time) Delivering impact by scaling through partner engagement and enabling best practices sharing. Scale Cloud Pak for Data selling portfolio through actively co-selling with partners.
Main KPIs-

1. Do account planning with priority partners- blackbelt, GSI and expert BPs. #BP opportunities created and closed per quarter.
2. Increase % of Partner Attach in opportunities & engagements via joint creation of joint pitches/joint references.

Requirements:
• Minimum of 10 years of work experience with customers in sales
• Self-starter who learns new technologies quickly, and has strong analytical skills.
• Ability to work with customers, build relationships, show the value IBM can bring using technical arguments, diplomacy and by applying market and use case expertise. Stay engaged and supportive though to the completion of the sales process and focus on client success.
• Strong strategy and vision skills on cloud transformation and AI.
• Knowledge of data management and advanced analytics is required.
• Strong understanding of Kubernetes and OpenShift, micro-services architecture benefits and open source technologies
• Excellent communications skills both written and oral are essential.
• Strong presentation skills required
• Ability to run discovery meetings with clients to identify use cases, business problems and prioritize initiatives
• Approximately 25% to 50% travel is likely to be required, including international travel.
• Education: Bachelor’s Degree Required
Desired Skills:
• International experience working with clients globally and working with diverse cultures is a big plus
• Data science, machine learning and open source analytics technology ecosystem understanding
• Team leadership and people management skills and experience, leading in matrix organization
• Sales quota carrying or technical sales background
• Experience leading sales cycles for data science, machine learning, database, data warehouse, big data, integration and governance, BI, MDM, data privacy, or other analytics technologies.
국가보훈대상자 및 장애인은 관계법령에 의거 우대
cldstrat
Required Technical and Professional Expertise
Please see 'Your Role & Responsibilities'
Preferred Technical and Professional Expertise
Please see 'Your Role & Responsibilities'
About Business Unit
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
Your Life @ IBM
What matters to you when you’re looking for your next career challenge?
Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.
Impact. Inclusion. Infinite Experiences. Do your best work ever.
About IBM
IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.
Location Statement
For additional information about location requirements, please discuss with the recruiter following submission of your application.
Being You @ IBM
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, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.