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IBM Ecosystem Build Business Development Rep in Durham, North Carolina


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 Technology Partner Business Development Rep - 'Build' function is responsible for prospecting for and selling the full IBM Software & Cloud portfolio to select ISV clients throughout the Eastern half of the United States. This is a business development role that will focus on the complete Software & Cloud portfolio across a set of named accounts. This individual is an experienced prospector with knowledge across the IBM software portfolio and can identify Cloud Platform, Software, SaaS, and ESA opportunities. Candidate should be comfortable prospecting to C suite executives and delivering value proposition pitches across the IBM solution portfolio. In addition, this individual will also focus on competitive take-outs, expansion scenarios with existing IBM clients, and pipeline generating efforts to meet sales objectives across the assigned team's territory.

The Technology Partner Business Development Rep - 'Build' function maintains expert knowledge of the management and/or sales processes, techniques, and tools associated with the specialty offerings and guides others in their use. Examples of these techniques and tools include, but are not limited to, opportunity / territory management, cost justification, acquisition management and channel management processes. Demonstrates expert knowledge of competition, IBM Sales Plays and its products and services. The ideal candidate will be able to effectively differentiate IBM offerings from competitive alternatives and drive home the IBM value proposition for IBM offerings on that differentiation.

The successful candidate will work closely with multiple brand specialists including Domain Experts, Technical Sales Specialists, Cloud & Cognitive, Cloud Platform, Deal-Makers, Client Teams, Business Partners, and other IBMers to lead in the identification of opportunities that are tailored to a client's business needs in a way that is valued by the client and superior to the competition. The Technology Partner Business Development Rep - Build Function will collaborate with other business development staff in the market and develop a cohesive and strategic plan to blanket all accounts within the assigned territory.


  • Actively prospect across all assigned clients to identify new opportunities that will solve strategic and tactical business problems using IBM's proven cognitive and cloud technology solutions.

  • Demonstrate understanding of client requirements regarding enterprise security controls, policies and related technologies, and how IBM solutions can meet these requirements

  • Be able to recognize compelling reasons for prospects to act upon these requirements, and in turn be able to communicate how to persuasively articulate value across the IBM software solution portfolio.

  • Be the lead business development rep coordinating efforts across the assigned territory to identify new opportunities.

  • Create campaigns, events and other activities to drive new opportunity identification in your territory.

  • Effectively engage IBM's resources to progress and close business and deliver a successful customer experience

  • Be conversant in our solutions and articulate the differentiated value of IBM solutions compared to competitors in the market

  • Deliver high-level feature / benefit executive presentations

  • Drive the proposal production process

  • Participate in marketing and event planning activities within the market and your specific territory

  • Effectively communicate with the internal brand specialty leaders and provide feedback from the field in support of business opportunity

  • Work with the technical team to deliver effective POC's, POT's, and support critical customer situations

  • Manage your business using IBM's CRM platform

  • Preferred Location: East Coast

Required Technical and Professional Expertise

  • At least 5 years sales experience with a strong background in IBM software solutions and IBM cloud platform.

  • Channel and/or MSSP/ESA Sales experience is preferrable

  • Demonstrated ability to manage a territory as a franchise and orchestrate a diversified set of resources

  • Demonstrated ability to manage and negotiate complex sales opportunities

  • Consistent track record of successful selling

  • Demonstrated ability to develop strong client relationships

  • Ability to effectively present and articulate the benefits of the solution as compared to the competition and relative to customer requirements

  • Process oriented and able to use an industry-recognized sales methodology for opportunity engagements

  • Understand common client business needs, challenges, and terminology and be able to articulate how technology can address/impact these at an executive level

  • Ability to travel 25-50% annually

Preferred Technical and Professional Expertise

  • None

About Business UnitIBM 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.

This job requires you to be fully COVID-19 vaccinated prior to your start date, where legally permissible. Proof of vaccination status will be required. If you are unable to be vaccinated due to medical, pregnancy or religious reasons, we offer accommodations in accordance with applicable law.

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 StatementIBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:

*12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.

*World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.

*Well-being programs to support mental and physical health.

*Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).

*Select educational reimbursement opportunities.

*Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.

*Giving and volunteer programs to benefit charitable organizations and local communities.

*Discounts on retail products, services, and experiences.

This position is eligible for participation in an IBM sales incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change.

We consider qualified applicants with criminal histories, consistent with applicable law.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

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.