IBM Associate Z Software Sales Representative

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IBM Associate Z Software Sales Representative

Full Time
  • Responsibilities


    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.


    The Z Software Sales Representative is responsible for the overall sales strategy that drives closure of System Z Software Solutions in our System Z clients. Executive communication and coordination is critical to the success of our engagements. The Z Software Sales Representative will lead the development of opportunity win plans, including leveraging IBM senior executives, technical resources and the broader IBM team to progress and close System Z software engagements across Analytics, Hybrid Cloud, Security, DevOps and the whole of IBM capabilities in the accounts in your defined territory.

    The Z Software Sales Representative must be comfortable developing materials and presenting to senior client executives, which can include the CIO, and senior level IT and Line of Business Executives. They are required to have a demonstrated understanding of the client's business, goals, strategies as well as industry trends and directions. The seller is responsible for coordinating multi-disciplined solution teams, and integrating System Z products and software required to meet the client business needs. They will lead multiple opportunities concurrently although typically in different sales stages and have assigned revenue targets.


    Develop an in-depth working knowledge of the client and an ability to market IBM System Z solutions, products and software that are specific to the territory and accounts covered. Understand the competitive landscape with regard to enterprise IT Infrastructure, competitive software vendors, competitive platform vendors including an understanding of on premise as well as cloud based offerings in our client infrastructure. Understand the framework within which an industry operates and the underlying competitive strategies.


    • Leads the business pipeline development for System Z software.

    • Hunter mentality and approach to prospecting; including direct account/contact communication, community networking, partner channels, and the broader IBM ecosystem.

    • Responsible for the development of deliverables, such as client proposal and presentations and as required, contract negotiation.

    • Drives and manages an effective partnership with clients through contact with executive management and individuals that influence executive team.


    • Makes decisions based on scope of the deal and possible trade-offs to best meet client's objectives within the limits necessary to win the contract.

    • Applies creativity and judgment in developmental work on opportunities or other projects within the business environment.


    • Accountable for business unit and specific personal objectives, including revenue and assigned quota.

    • Develops the tactics that will win the business, including teaming and competitive strategies.

    • Manages to a high level of customer satisfaction. Designs and implements plans to increase customer satisfaction.

    • Has overall responsibility for business/pipeline development and quota attainment.

    IBM 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, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.


    Required Technical and Professional Expertise

    • 0-3 years of experience in software sales, preferably System Z or enterprise software sales.

    • Sales understanding for how to drive a value proposition, leveraging client projects, success criteria, use cases and competitive differentiation.

    • Awareness of IBM Z Software, Middleware / Enterprise Software / Cloud Native and Cloud Based Services

    • Experience with enterprise software implementations and infrastructure

    • Ability to build a growth plan to demonstrate how IBM Z Software Offerings will deliver customer outcomes

    • Analytical mindset and problem-solving skills

    • Strong interpersonal relationship building and executive communications skills

    • Can manage multiple customer accounts and projects simultaneously

    Preferred Technical and Professional Expertise

    • 0-3 years of experience in System Z or enterprise software sales.

    • Passionate about enterprise computing and cloud computing trends and technologies and possesses a keen knowledge of the needs for clients within the Distribution markets.

    About Business Unit

    IBM 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 @ IBM

    Are 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.

    Location Statement

    IBM 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 @ IBM

    IBM 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.

  • Industry
    Information Technology and Services
  • About Us

    IBM’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.