ROLE PROFILE
Reporting to: IBM Solutions Director
Business Unit: Infrastructure & Data Management
ABOUT LOGICALIS
Logicalis is a leading provider of innovative technology solutions tailored to meet the diverse needs of businesses across various industries. As an authorized IBM Platinum Partner, we specialize in delivering cutting-edge software solutions designed to optimize efficiency, streamline operations, and drive business growth for our customers.
At its core, Logicalis is an IT solutions and services provider, helping to accelerate the digital and IT transformation of all our customers. The importance of a customer’s IT infrastructure, today, is a key focal point for every business. Significant investments have been made over many years to keep pace with the change in technology, and now, more than ever, there is a necessity to modernise infrastructure - faster.
As Architects of Change, our industry insights and technological expertise enable us to design, support, and deliver on our customers’ vision. Through our deep knowledge in key IT industry drivers (including on-premises and cloud, data management, network connectivity, workforce transformation, and security transformation), we help to address our customer’s priorities, from revenue and business growth and operational efficiency to innovation, data governance and sustainability.
We’re part of Logicalis Group, one of only five Cisco Global Gold Partners, and in the top 1% of Microsoft Azure partners globally. We are in the top three IBM VARs in UK&I.
Headquartered in the UK and with an international team of over 6000 people, we maintain operations in Europe, North America, Latin America, Asia Pacific, and Africa.
ROLE PURPOSE
Are you an experienced, hardworking, hands-on, and customer-centric sales specialist with a flair for creative problem-solving? Your successful direct software sales experience and deep understanding of customer needs can help us build our future success – and yours.
We are seeking a dynamic and results-driven IBM Software Sales Specialist to join our Business Unit team. The ideal candidate will be responsible for identifying potential clients, understanding their business needs, and effectively promoting and selling IBM software solutions, including (but not limited to) Data & AI, Automation, Sustainability and Security, to drive revenue growth and meet sales targets.
Selling solutions from the IBM Software portfolio, from Sustainability and Data & AI to Cyber security and beyond, you will help us connect exciting customers with the tools they need to evolve their business. IBM is a technology leader that’s changing how the world does business, and you will leverage these market leading capabilities to drive profitable growth in IBM Software-related revenues.
As an IBM Software Sales Specialist, you will be responsible for building and expanding relationships with new and existing customers; developing relationships with external customer stakeholders and identifying innovative ways to multiply the impact of the team. You will partner with IBM Dedicated and Digital sales teams to assist with business growth and will be responsible for delivering against the IBM-Logicalis Partner Plan, to deliver growth in revenue and profit by selling net-new software offerings, and upselling and cross-selling against our existing software install base. You will provide close support to Logicalis sales teams in the identification, development and closure of IBM Software opportunities.
RESPONSIBILITIES
As an experienced seller, you will:
• Develop, implement and execute strategic sales plans to achieve sales targets and expand the Logicalis customer base for IBM software solutions.
• Identify and qualify new leads through proactive prospecting, networking, and relationship building.
• Conduct in-depth consultations with clients to understand their business challenges and requirements and propose tailored IBM software solutions to address their needs.
• Collaborate with IBM and Logicalis technical teams to present demonstrations, conduct product trials, and address technical inquiries to ensure the successful adoption of IBM software solutions.
• Prepare and deliver persuasive sales presentations, proposals, and quotations that effectively communicate the value proposition of IBM software solutions.
• Negotiate pricing, terms, and contracts with clients to close sales and achieve mutually beneficial agreements, and work in collaboration with IBM to present Logicalis-led, winning proposals.
• Build and maintain strong relationships with existing clients to promote retention and foster opportunities for upselling and cross-selling.
• Stay informed about industry trends, competitive offerings, and market developments to effectively position IBM software solutions and maintain a competitive edge.
• Experience creating and winning complex, multi-year Enterprise Agreements.
• Z Software sales experience will be beneficial.
KNOWLEDGE AND EXPERIENCE
• Bachelor's degree in Business Administration, or a related field (preferred).
• > Ten years’ experience selling IBM Software technology
• Strong knowledge of the IBM Technology Portfolio, especially IBM Software, and the ability to effectively articulate the business and financial impact of Software solutions.
• High level of commercial awareness and proven experience in business development, and successful track record of actively acquiring new clients.
• Proven track record in meeting and surpassing commercial targets.
• Experience creating and motivating disparate virtual teams.
• Excellent Communication and Presentation Skills: Demonstrating engaging and influential communication and presentation abilities, particularly in a C-level environment.
• A positive, confident and, determined approach to managing client relationships.
• High energy levels and the ability to work well under pressure, to meet deadlines and to manage multiple business and opportunity expectations.
• Effective stakeholder management skills – across Client organisations, IBM and Logicalis.
• A background, and track record in complex Software Sales would be an advantage.
• Review and monitor own performance and work to exceeding company set targets.
• Laser focused, proactive and accountable.
• Solution selling experience.
• Ability to cross sell new offerings into existing accounts.
• Strong negotiating skills with an entrepreneurial mind-set.
• Confident, energetic, and inquisitive manner and a willingness to share knowledge is a must!
• Goal and Outcomes based approach to mutual success.
• Continuously enhance product knowledge and sales skills through training, self-study, and participation in professional development activities.
