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Introduction
As a Business Sales & Delivery Executive, you will support IBM’s consistent growth by bringing to the table your business development, sales, account management, and delivery skills. Picture yourself working with a highly motivated, highly successful team with a proven sales record in IBM’s top technologies. If you’re ready to bring insights and experience in areas such as IoT, Blockchain and digital transformation, we are ready to offer you a best in class career development.

Your Role and Responsibilities
IBM are on a rapid acceleration path to becoming one of Microsoft’s top 3 global partners, with the UK market leading the way. We have built considerable momentum across our industry sectors, creating transformative solutions across Azure platform, data & AI, Biz Apps, and security. Relationships are being established from CEO level downwards, based on a shared commitment to open ecosystem partnerships, common values & commitment to “tech for good”, alignment on technology, and strong industry & account level mutuality.
Fantastic growth and massive potential have created the opportunity to extend our Microsoft sales team with exceptional sellers who bring a passion for client success on Microsoft technologies, strong Microsoft connections, and relevant industry experience. If you’re ready to create, sell and build, within a collaborative and supportive culture, backed by the power of IBM, we can offer you an exceptional opportunity to make a difference, to learn and to grow.

Your Role & Responsibilities
Aligned to the UK defence public sector industry you will establish, nurture, and develop relationships with the sector leadership and client teams in both Microsoft & IBM. You will evangelise IBM’s Microsoft service offerings & capabilities to build confidence & trust.

• Understand and shape sector specific go to market propositions that harness the strength of IBM & Microsoft, which address clear client need, and which generate new services revenue streams.
• Work with IBM client teams in existing IBM accounts to drive increased collaboration with Microsoft, leading to new sales and additional Azure Consumed Revenue and Biz Apps revenue. Become trusted advisor for clients, helping them map their business & cloud strategies to the Microsoft cloud landscape.
• Lead co-sell with Microsoft into IBM white space accounts, ensuring alignment to sector priorities.
• Work with sector aligned senior GTM architects to ensure all relevant IBM sales opportunities are well designed and solutioned with Microsoft.
• Ensure accurate pipeline and Partner Central administration, working with both IBM Client teams, IBM operations teams and Microsoft GPS organisation.
• Drive joint Go-to-Market campaigns, business development workshops to build and maintain pipeline on a rolling basis, build references and case studies

Required Technical and Professional Expertise

• Strong technology consulting & sales experience, including a proven ability to define and shape winning solutions for clients, through establishing trusted relationships within which you identify, shape, quantify and address client pain points / opportunities.
• Existing network within Microsoft & clients, ideally within the public sector defence industry. Experience of public sector procurement an advantage.
• Experience of selling professional services, especially from within a service line, managing a matrix stakeholder landscape.
• Proven first class track record of selling cloud-based transformational outcomes, including through solutions related to application modernisation, data & AI, IoT / Edge, security, SAP on Azure, or DC exits.
• End to end sales experience – able to source leads, manage to sale, lead commercial negotiations – ideally including complex multi-year / high value & cost transformation programmes.
• Security clearance will be required – existing clearance is an advantage (although can be processed by IBM if needed).

Preferred Technical and Professional Expertise
Experience of (and potentially certification in) the Microsoft Cloud portfolio is preferred, including:-

• Azure Platform
• Microsoft Security, Compliance, and Identity
• Knowledge of Microsoft Cloud Adoption
• Azure Data & AI
• Dynamics 365 – especially CRM
• Power Platform

IBM Consulting is IBM’s consulting and global professional services business, with market leading capabilities in business and technology transformation. With deep expertise in many industries, we offer strategy, experience, technology, and operations services to many of the most innovative and valuable companies in the world. Our people are focused on accelerating our clients’ businesses through the power of collaboration. We believe in the power of technology responsibly used to help people, partners and the planet.

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.