Business Partner Specialist Leader- Application Modernization

IBM - Chicago, IL

Full-time

Chicago, IL

Computer and Electronic Product Manufacturing

About the position

The Business Partner Specialist Leader for Application Modernization is responsible for driving sales and fostering client relationships within the Data and AI sales team. This role focuses on executing sales strategies for various cloud solutions, supporting co-creation with business partners, and ensuring revenue targets are met through value-based selling. The position requires a deep understanding of client needs and the ability to establish trusted advisor relationships with C-level executives.

Responsibilities

• Execute Sales Plays for Cloud Pak for Integration, Cloud Pak for Applications, and DevSecOps solutions.
• Support solution co-creation with Business Partners and sellers, providing use case expertise for Application Modernization and Automation offerings.
• Own and progress account and client relationships, focusing on sales and software license and SaaS subscription revenue.
• Meet or exceed quarterly and annual revenue and signings targets with an emphasis on value-based selling.
• Align Application Modernization portfolio with clients' strategic objectives and develop account plans for sustainable growth.
• Establish strong management and CXX relationships based on knowledge of client requirements and commitment to value.
• Understand each client's technology footprint, strategic growth plans, and competitive landscape, facilitating meetings with executives and Business Partners.
• Develop a pipeline of viable opportunities that exceeds quota and maintain awareness of prospects in the territory.
• Develop cooperative closing strategies and tactics with sales management.
• Coach sellers on best practice sales and negotiation skills, focusing on value selling and upselling. Maintain accurate client and pipeline information in the internal CRM system.

Requirements

• Direct, face-to-face customer selling experience.
• Strong understanding of IT Operations, DevOps, Site Reliability Engineering, Application Monitoring, Enterprise Integration, Enterprise Service Bus, Event Based Architecture, and Kafka.
• Proven ability to articulate and deliver compelling, industry-aligned narratives aimed at solving business challenges across the entire C-suite.
• Expertise in building business cases that clearly articulate value and differentiation at all levels of customer organizations.
• Strong collaboration and negotiation skills, with the ability to lead the collaborative process with client leadership and sales leadership.
• Excellent interpersonal and communication skills at all organizational levels.
• Ability to generate pipeline using creative techniques, tools, team collaboration, industry events, and top-tier channel partners.
• Driven and self-motivated with an entrepreneurial spirit and a commitment to excellence.
• Ability to build and maintain positive business relationships with peers, clients, and the ecosystem.

Nice-to-haves

• Knowledge of Hybrid cloud solutions.
• Prior experience with AppDynamics, Dynatrace, MoogSoft, Splunk, Datadog, ServiceNow, MuleSoft, Tibco, Software AG, etc.
• Experience in leading complex deals and value-based selling.
• Experience selling cloud software or SaaS solutions.
• Experience selling Enterprise Integration software.