Automation Software Sales Specialist

Introduction

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact. Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.

Your Role and Responsibilities

As an Automation Software Sales Specialist, you will focus on local customers, covering an entire suite of products within the Automation Software portfolio, which includes:

• IT Integration (integration bus, API, B2B ...)
• Observability (APM and ARM)
• FinOps
• Security
• DevOps
• Asset Management
• ESG Reporting

Key Responsibilities

You will understand the client's business needs and align IBM's value proposition based on solution offerings. Your primary responsibilities will include:

• Identify and Progress Opportunities: Utilize digital tools to identify and progress opportunities, maintaining a deep understanding of the client's business needs and aligning IBM's value proposition accordingly.
• Maintain Product Knowledge: Stay up-to-date on product offering knowledge to act as a trusted advisor, effectively communicating the value of IBM's solutions to clients.
• Partner Across Ecosystem: Collaborate with partners across the ecosystem to drive revenue growth and make IBM a vendor of choice.
• Drive Revenue Growth: Effectively utilize digital tools and solution offerings to drive revenue growth and expand IBM's presence in the territory.
• Act as Trusted Advisor: Provide expert guidance and support to clients, acting as a trusted advisor and helping them to achieve their business goals.

Preferred Education

Bachelor's Degree

Required Technical and Professional Expertise

• F2F Selling Experience: Exposure to identify and progress sales opportunities, with an understanding of how to leverage technology to drive sales growth.
• Product Offering Knowledge: Experience working with a suite of products, with the ability to maintain up-to-date knowledge of product offerings and effectively communicate their value to clients.
• Solution Selling: Exposure to understanding client business needs and aligning solution offerings to meet those needs, with the ability to act as a trusted advisor.
• Ecosystem Collaboration: Experience working with partners across an ecosystem to drive revenue growth and achieve shared goals.
• Industry Knowledge: Exposure to industry and market trends, with an understanding of how to apply this knowledge to drive sales growth and expand presence in a territory.

Preferred Technical and Professional Experience

• Software or IT Services sales experience on the local market with a special focus on managing long-term relationships and business.
• Industry-Specific Knowledge: Experience working with industry-specific solutions, with the ability to maintain up-to-date knowledge of industry trends and effectively communicate their value to clients.
• Complex Solution Selling: Exposure to understanding complex client business needs and aligning solution offerings to meet those needs, with the ability to act as a trusted advisor and drive revenue growth.

Key skills/competency

• Sales Strategy
• Client Relationship Management
• Solution Selling
• Business Development
• IT Automation Software
• API Management
• Observability (APM/ARM)
• Cybersecurity
• DevOps Principles
• Partner Ecosystem Management