Senior Z Software Sales Specialist


September 14, 2021

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
The Senior zSoftware Sales will lead z Cross Brand software sales into IBM's existing and new accounts across Egypt. So. The candidate will be required to focus on selling IBM z Systems (mainframe) software solutions to meet/exceed software revenue targets set while looking after key client satisfaction/relationship objectives. A thought leader to their clients, the candidate will understand the IBM software portfolio, effectively articulate (present) at all levels to their clients - from high-level architectural business to a financial and executive management level. The successful candidate will possess an ability to articulate the business value of solutions while applying their knowledge, developing relationships across all levels to act as a trusted adviser to their clients. As a senior IBM seller in the IBM cross-brand software business the candidate will need to be a role model, inspire IBM sales and technical teams, their clients, and their colleagues around them, work with extended teams, driving a culture of sales eminence while delivering client value and meeting defined sales targets.
  • Cultivate a senior client and supporting partner relationships to develop insights into market needs, client challenges, and client buying behavior while creating and delivering value propositions that respond to clients' business drivers.
  • Establish C-Level relationships across Lines of Business and Technology
  • Understands the client's business, including their organization, financial decision-making process, and business challenges to deliver client value. The ability to drive end to the end sales process
  • Accountable for their sales performance to meet the IBM business and client commitments and promote long-term client relationships.
  • Responsible for end-to-end deal progression from ideation through to closure.
  • Ensures and acts with integrity in all engagements.
  • Work with the Local & World Wide IBM organization to collaborate in their roles.
  • Will interlink and Utilize the Technical Support organizations' (pre-sales, post-sales, labs, research, etc.) capabilities to drive business performance to ensure client satisfaction.
  • Leverages cross-IBM solutions, client, industry, and marketplace knowledge to drive a growth strategy that creates for the client a consistent perspective.
  • Collaborates and links the broader IBM organization, the IBM business partners, and the WW IBM organization to meet the business objectives
  • Effectively leads and communicates the sales strategy to motivate colleagues, creating a high-performing and collaborative environment, and unify team IBM.

  • Applies expert understanding of sales processes, including the IBM Client Value Method.
  • Applies mastery of business acumen, including an understanding of the customers’ business, industry, economic trends, issues, and competition.
  • Demonstrates a deep understanding of organizational resources, priorities, needs, and policies, both IBM and clients.
  • Demonstrates comprehensive knowledge of IBM strategies, offerings, and technologies. Applies knowledge of information technology and leading-edge solutions related to the client’s business.
  • Leads IBM and business partner resources working across virtual teams with various levels of skills, technical expertise, and tenure to deliver a superior total client experience.
  • The candidate will work with the Software Client Leaders (Software account managers), Software Client Lead specialist sellers, architects in developing and executing a strategy for the System z accounts in the territory.
  • The candidate will work with the other Business Units (Cloud, Systems Middleware, Security, etc) in developing and executing a strategy for their z System accounts in the territory.
  • The candidate will lead the development of all aspects of the zSW Business to drive growth in the zSW business in Egypt.
  • Serves as a role model for IBM Values and operates with a client value mindset.

Required Technical and Professional Expertise
  • Possess a deep understanding of the Z competitive landscape
  • Track record of exceptional client service engagements, meeting and exceeding quotas
  • Demonstrated sales leadership experience including P&L management
  • Demonstrated executive presence & communication skills
  • Proven leadership skills & cross-team collaboration
  • Experience working in high-pressure environments
  • Minimum of 5 years experience selling complex software (quota based) & building sustainable client relationships

Preferred Technical and Professional Expertise
About Business UnitIBM’s Cloud and Cognitive software business is committed to bringing the power of IBM’s Cloud and Watson/AI technologies to life for our clients and ecosystem partners around the world. IBM provides you with the most comprehensive and consistent approach to development, security and operations across hybrid environments—with complete software solutions for business and IT operations, development, data science, security, and management. Our experts and software capabilities help organizations develop applications once and deploy them anywhere, integrate security across the breadth of their IT estate, and automate operations with management visibility. With IBM, you also have access to new skills and methods, governance and management approaches, and a deep ecosystem of industry experts and partners.
Your Life @ IBMAre you craving to learn more? Prepared to solve some of the world's most unique challenges? And ready to shape the future for millions of people? If so, then it's time to join us, express your individuality, unleash your curiosity and discover new possibilities.
Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change – to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.
It's time to define your career.
About IBMIBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
Location StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.
Being You @ IBMIBM 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, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.