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IBM OpenShift Sales Specialist in Boston, Massachusetts


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.

Your Role and Responsibilities

IBM is a leader in advising our clients with their journey to the Cognitive Enterprise, powered by the hybrid cloud. And, Red Hat is at the heart of how we’re doing it! IBM Global Business Services is looking for experienced sales professionals, to become our Red Hat Sales Specialists, who can help us build, grow, and manage the Red Hat business.

Role & responsibilities include:

  • Subject Matter Expert on Red Hat offerings, providing guidance and leadership in building differentiated and broad value propositions

  • Serve as IBM’s single point of contact for Red Hat within the assigned market/industry

  • Provide specialized Red Hat knowledge and assist sales teams in analyzing client’s business, goals, strategies, industry trends and directions – to recommend appropriate solutions/products to meet client needs

  • Work with cloud platform partners (AWS, Azure, GCP, etc.,) to develop hybrid multicloud solutions and jointly pursue opportunities with their teaming

  • Exhibit thought leadership in client conversations in effectively addressing complex and large scale application modernization challenges

  • Effectively provide guidance on multiple client relationships/opportunities simultaneously

  • Develop and execute GTM initiatives by closely working with Account Partners, Delivery Executives and other cross-brand teams

  • Responsible for joint business development activities with Red Hat teams to build and maintain sufficient pipeline on a 4 quarter rolling basis

  • Participate in developing pursuit strategy and teaming approach with Red Hat account teams

  • Conduct seller enablement to evangelize Red Hat service offerings within the IBM Services community

  • Conduct seller enablement to evangelize IBM Service offerings within the Red Hat teams

  • Leverage available sales offers and investments to accelerate sales cycles

  • Collaborate with IBM global teams, as needed to align Americas growth plans

  • Ensure operational integrity for all Red Hat deals (proper coding, deal registration, revenue accrual etc.,)

  • Work with IBM and Red Hat teams to build public references, case studies, etc.,

  • Participate in industry / technology events and help enhance IBM’s market positioning

Success is measured by the following business metrics:

  • Develop pipeline for Red Hat services

  • Building of differentiated solutions and contributing to the win rate

  • Meet quarterly signing targets

  • Develop external references and case studies

  • Contribute to relationship growth between IBM Services and Red Hat

A typical candidate has:

  • Proven leadership capabilities and ability to navigate multiple business units in a matrix organization

  • Strong experience in Red Hat products and services

  • Experience in multicloud platforms (AWS, Azure, GCP, etc.,)

  • Prior experience in Solution oriented Sales and Business Development

  • Effective communication and presentation skills at Senior client levels

  • Self-directed and goal oriented

  • Creativity in resolving complex problems

  • Strong project management capabilities

  • Well organized & team Player

  • Lives closer to a major airport in the US and ability to travel as needed across NA

Required Technical and Professional Expertise

  • 10 - 12 years of experience in sales / business development

  • 3 - 4 years experience focused on modern application delivery frameworks and platforms like Kubernetes and Docker, Red Hat OpenShift, Apache Kafka, MuleSoft, Jenkins, Apache Spark, MongoDB, etc.

  • 3 - 4 years of experience working with or strong understanding of the major public cloud providers (AWS, Azure, GCP, & IBM Cloud)

Preferred Technical and Professional Expertise

  • Knowledge/understanding of JBoss EAP & Red Hat Runtimes

  • Background in consultative sales

  • Understanding of agile methodologies

About Business Unit

IBM Services is a team of business, strategy and technology consultants that design, build, and run foundational systems and services that is the backbone of the world's economy. IBM Services partners with the world's leading companies in over 170 countries to build smarter businesses by reimagining and reinventing through technology, with its outcome-focused methodologies, industry-leading portfolio and world class research and operations expertise leading to results-driven innovation and enduring excellence.

Your Life @ IBM

What matters to you when you’re looking for your next career challenge?

Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

Impact. Inclusion. Infinite Experiences. Do your best work ever.

About IBM

IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.

Location Statement

For additional information about location requirements, please discuss with the recruiter following submission of your application.

IBM intends this job to be performed entirely outside of Colorado.

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.