Technical Sales Specialist

Introduction
Ranked by Forbes as one of the world’s best employers in 2023, IBM promotes growth and innovation to lead as we enter the era of hybrid cloud and AI – helping clients transform their business.

As a Technical Sales Specialist you will develop trusting client relationships and work with them to shape the future of their technology landscape. Your role of a consultative seller will accelerate enterprises’ success by providing award winning solutions that enable people across organizations and roles to meet their goals.

IBM’s comprehensive onboarding program and industry-leading learning culture will prepare you with a strong foundation for client success. Our sales environment is collaborative and experiential. You’ll be surrounded by bright minds and keen co-creators ready to assist as you apply practices that will compel our clients to invest in IBM’s products and services.

Your Role and Responsibilities
As a Technical Sales Specialist you will work closely with clients to develop relationships, understand their needs, earn their trust and show them how IBM’s industry leading solutions will solve their problems whilst delivering value to their business, supporting IBM Brand Technology Sales for Data, Automation/AI, Cloud Platform, Security, ZStack, Power, Storage and more.
We’re passionate about success. If this role is right for you, then your achievements will mean that your career is flourishing, and our clients are thriving. To help ensure this win-win outcome, a ‘day-in-the life’ of this role may include, but not be limited to:

• Manage a dedicated client set in defining, confirming, and communicating the differentiated value of IBM’s technology at both the technical and business level.
• Using solution-selling techniques to identify and engage decision makers and influencers, qualify business opportunities, and respond to clients’ needs to create strategic, long-term partnerships.
• Managing the entire sales process, from prospecting, and ensuring delivery against KPIs, with a strong emphasis on new business sales, while expanding existing accounts.
• Collaborating with the broader IBM sales team, from Marketing to Sales and technical colleagues, to IBM Business Partners, to build sales campaigns and incremental pipeline.
• Continuously growing skills in consultative sales, understanding technical solutions, and applying expertise to demonstrate IBM’s thought leadership during client engagements.

To be successful in this role, you will need:

• Confidence to engage new customers and deliver an elevated experience.
• Motivation to achieve sales, business objectives and high client satisfaction.
• Aptitude to utilize selling technologies to network, engage clients, and identify new business opportunities.

You may work with any of the following IBM Brand Technology Sales including Data, Automation, AI, Cloud Platform, Security, ZStack, Power, Storage and more.

Location and Markets:
We are looking for candidates for our Toronto, Montreal, and Calgary locations.

Required Technical and Professional Expertise

• Previous work experience in a Solution Consultant/ Pre-Sales Engineer role or experience working with technology in a business environment.
• Background to include Enterprise Sale experience.
• Leadership to ask open-ended questions that assess clients’ technology needs to address business challenges.
• Professional verbal, written, and interpersonal skills.
• Demonstrated team collaboration and navigating different communication styles.

Preferred Technical and Professional Expertise

• B.S. or M.S. in M.I.S., Business/Communications with a STEM minor, Computer Science, Engineering, or similar disciplines.
• Programming coursework or experience a plus.
• Prior work experience in client sales or service.

Location and Markets:
We are looking for candidates for our downtown Toronto, Montreal, and Calgary locations.

Must have the ability to work in Canada without sponsorship.