Job title: IBM Business Development Manager DACH (m/w/d)
Company: Tech Data
Job description: Job Purpose:
Tech Data IoT & Analytics business practice mission is to help our customers and vendors make IoT & Analytics simple so they can seize the Internet of Things & Analytics opportunity much faster. We do this by leveraging our technology partner ecosystem to provide aggregated, end-to-end, ready-to-deploy IoT solutions with best-of-breed components, ranging from fulfillment and secure connectivity of “things” to data aggregation, analytics and applications. We work with a portfolio of vendors that cover all aspects of the Data & IOT Journey.
This specialised sales role is responsible for the complete sales cycle of Tech Data’s IBM Data portfolio, working with System Integrators, VARs, SPs, Telco’s and general resellers across a number of industry verticals, from reseller acquisition, enablement and demand generation to pipeline management, sales and post-sales support. The role is to engage with decision makers and influence their business direction within the Partner. It is also to engage and enable the Partner sales team and jointly engage on opportunities with the end customer. He/she advises resellers on how to best apply IBM Data offerings to form vertical solutions that solve real business challenges for their customers. The role requires a strong level of direct sales capability around the technology and the specific market. Knowledge of the broader Ecosystem / solutions area and how IBM Data offerings can be sold as part of this.
Focuses on reseller acquisition and enablement to increase adoption of IBM Data solution offerings by helping them understand opportunities, set up, evolve and succeed in their IoT & Analytics practices.
This is a Tech Data Push strategy role. i.e. Proactive market building role with the ability to create end-customer opportunities either with or on behalf of focus Partners. Proven ability to engage and influence ‘C’ level and decision makers at end-customers is key
Closely works with other sales and account managers across multiple sales and product divisions as an advisor on available IoT & Analytics offerings to discover and capture business opportunities.
Investigates and understands the internal business processes of potential clients; and strategize, present and demonstrate a tailored IBM Data solution utilising business and technology resources.
Drives revenue by helping to close new deals and delivering the services required to help customers set up and succeed in their opportunities.
Leads the sales process and coordinates all internal resources involved: account managers, product sales specialists, and those responsible for defining the solution.
Essential Duties and Responsibilities:
Reseller acquisition and enablement: Enables resellers to promote IBM Data solutions to their customers, provides resellers with education, sales positioning and skills training for our offering, facilitates implementation of IoT & Analytics “roadshows” and “acceleration” workshops, delivers sales enablement materials including solution description, capabilities, use cases, ppts/videos and demos.
Lead generation: Supports new business development through professional responses to customer RFPs / RFIs that will result in successful and profitable client engagements, advises resellers on putting together components to form IBM Data solutions for their customers, identifies and develops new opportunities to achieve revenue and increasing rates of adoption of Tech Data’s solutions, coordinates Proof of Concept / Value projects for customers.
Planning management: Acts as the go-to advisor on IBM Data solutions to other sales colleagues, drives cross business unit alignment with other internal Sales and Account Management teams to identify and agree target customers to focus on for IoT & Analytics solutions and to prioritize/align opportunities with existing account planning and activities.
Pipeline management and order conversion: Maintains a healthy pipeline to ensure appropriate velocity and coverage to meet revenue objectives, prepares for regular pipeline reviews, learnings from wins and losses, escalations for opportunity resources to improve win rates, drives revenue by helping to close new deals and delivering the client services required to help customers set up and succeed using Tech Data’s IoT & Analytics solutions.
Experience, Skills, and/or Abilities Required:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the experience, skill, and/or ability required.
Degree in Business, Engineering or similar discipline
Proven sales experience in the Data market.
3+ years of successful experience selling technology solutions characterized by complex sales cycles, with a value-oriented discourse in contact with Executive, IT functional and technical managers.
Comfortable and confident dealing at senior management level, selling business value and business process improvement rather than a simple technology/price sell.
Good understanding of industrial based computing solutions, communication systems, IoT architectures, Cloud offerings – in particular MSFT Azure – & more broadly speaking Data Life Cycle Management.
Experience working with a technically diverse project team.
Proficiency in English & German (French)
EU-Citizenship or working permit required.
The minimum salary for this position is € 70,000 gross/year for 38.5 hours/week, with a willingness to overpay in line with the market depending on experience and qualifications.
We offer you the dynamic environment and attractive social benefits of a modern IT trading company.
If you enjoy dealing with people, tackle your tasks with above-average commitment and enjoy working in a dedicated team, then we look forward to receiving your application documents.
Cultural Competency Requirements:
- Within Tech Data diversity is one of our fundamental shared values. We are a multi-cultural environment and we pride ourselves on being a welcoming place of work where we celebrate inclusion and champion people from a multitude of backgrounds.
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