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Introduction
The Sales Leader is responsible for driving revenue generation, customer acquisition, and customer account penetration aimed at growing IBM FinOps to larger-scale revenue in EMEA. The Sales Leader is accountable for delivering accurate sales forecasts and ensuring sales reach or exceed forecasts across the UKI market (with potential support for other IBM EMEA markets). The Sales Leader will play a key role in driving synergy between FinOps-focused specialty sellers and IBM enterprise and industry specific brand teams. A close collaboration with IBM enterprise and industry specific brand teams will be key to succeed.

Your Role and Responsibilities

• The ideal candidate will have the following skills:-
• Demonstrated experience defining and executing on a multi-tier sales model, including field-direct, inside and partner / channel sales.
• Proficient understanding of solution selling processes, sales strategy, sales forecasting, and pipeline development .
• Demonstrated ability to quickly understand and overcome sales, customer, and managerial challenges; proven ability to setting clear goals, measuring performance and managing feedback to achieve quality and timely results.
• Superb communication, functional leadership and negotiation skills.
• A visionary and goal-oriented team-player.
• Personal qualities and characteristics the successful candidate will demonstrate include: integrity, confidence, humility, honesty and trust.

Required Technical and Professional Expertise

• Several years of extensive sales experience consistently exceeding revenue and earnings expectations at scale in the data centre ecosystem; i.e. virtualization, converged infrastructure, flash array, storage, application performance monitoring, hybrid cloud etc.
• Proven sales management experience selling large, complex enterprise software products to both IT and Business decision-makers.
• Experience selling into the C suite is required.
• Experience selling SaaS solutions is required.
• Demonstrated financial-value selling experience is required (FinOps sales experience preferred).
• Demonstrated ability to work with cross-functional and overlay sales teams is essential.

Preferred Technical and Professional Expertise

• Experience selling FinOps solutions.
• Knowledge of adjacent IBM technologies including IBM Turbonomic.
• Good Knowledge of cloud-native technologies and hybrid cloud architectures.
• Good Knowledge of application centric IT Operations.
• Good Knowledge of application centric architectures and know-how in microservice architectures.
• Good Knowledge of modern IT operation stacks.

IBM Software infuses core business operations with intelligence—from machine learning to generative AI—to help make organizations more responsive, productive, and resilient. IBM Software helps clients put AI into action now to create real value with trust, speed, and confidence across digital labor, IT automation, application modernization, security, and sustainability. Critical to this is the ability to make use of all data, because AI is only as good as the data that fuels it. In most organizations data is spread across multiple clouds, on premises, in private datacenters, and at the edge. IBM’s AI and data platform scales and accelerates the impact of AI with trusted data, and provides leading capabilities to train, tune and deploy AI across business. IBM’s hybrid cloud platform is one of the most comprehensive and consistent approach to development, security, and operations across hybrid environments—a flexible foundation for leveraging data, wherever it resides, to extend AI deep into a business.

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

IBM’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.

IBM wants you to bring your whole self to work and for you this might mean the ability to work flexibly. If you are interested in a flexible working pattern, please talk to our recruitment team to find out if this is possible in the current working environment.

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, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.