Job Description
646847BR<p><br></p>Introduction<p><br></p>The Hyperscaler Business Development Executive is a critical role to build relationships and drive technical sales within the assigned territory. In this role, you will own all bookings, sales and revenue for specified region and target accounts based upon quota plans. This individual will also partner closely with the Client, Hyperscaler GTM Team to land and expand new logos, grow and retaining current accounts. The Business Development Executive will serve as the voice of our clients to ensure we are driving new value, growing bookings by, bookings conversion to revenue, growing account margin, mitigating account churn, and working with the internal teams to ensure high quality service delivery.<p><br></p>Your Role and Responsibilities<p><br></p><ul><li>Report into Hyperscaler Cloud Platform Organization</li><li>Responsible for all sales up to and including new bookings, revenue, margin, churn, and customer satisfaction at assigned and target accounts.</li><li>Build strong relationships with client decision makers and buyers of IBM’s hyperscaler services</li><li>Build a robust sales pipeline by hunting new logos and farming current clients, at least 4X bookings targets</li><li>Conduct and facilitate client meetings and needs analysis</li><li>Develop winning solutions in conjunction with sales engineers, service delivery managers, customer success managers, and subject matter experts</li><li>Drive sales in conjunction and teaming with strategic cloud alliance partners</li><li>Build services revenue and consulting headcount based upon bookings at plan</li><li>Execute programs to drive revenue and margin growth within region.</li><li>Partner with the client, Hyperscaler channel/ GTM team, sales engineers, subject matter experts and delivery leaders to ensure revenue growth and client retention.</li><li>Work cross-functionally with internal and external stakeholders (Clients, Partners, IBM Sales, Finance, Recruiting, Delivery, Operations) to support delivery and ensure success.</li><li>Mitigate churn by creating retention programs and adding value through cross-selling, new projects and opportunities.</li><li>Effectively deliver and communicate with stakeholders to drive alignment of programs and ensure regional satisfaction.</li></ul><p><br></p><strong>Required Technical and Professional Expertise</strong><p><br></p><ul><li>BA/BS degree</li><li>7-10+ years enterprise sales experience</li><li>Cloud knowledge (AWS, and/or Microsoft Azure).</li><li>Ability to drive strategic sales approach, with flexibility to adapt to new client demands, patterns, and requirements.</li><li>Desire to shape strategy and drive company-wide Taos growth through sales innovation and delivery.</li><li>Self-motivated, with proven track record of execution as a team member and team leader.</li><li>Solid organizational, time management and problem-solving skills, strong attention to detail, ability to prioritize workload and meet deadlines with frequent interruptions.</li><li>Experience and executive presence to lead client meetings</li><li>Comfortable working in a fast-paced, priority driven environment and interfacing with all stakeholders at all levels.</li><li>Detail-oriented, results driven, and pragmatic while also innovative and creative.</li><li>A team player who works well individually and with others.</li><li>Able to manage multiple projects simultaneously and thrive in a dynamic environment.</li><li>Proven success driving complex sales cycles and cross-functional programs.</li><li>Exceptional written and verbal communication, presentation, and negotiation skills.</li><li>Ability to present to all levels of the sales cycle</li><li>Ability to effectively communicate with senior executives and management</li><li>KSA Nationality and fluent in Arab</li></ul><p><br></p><strong>Preferred Technical And Professional Expertise</strong><p><br></p><ul><li>Cloud certifications on AWS and/ or Azure</li></ul><p><br></p><strong>About Business Unit</strong><p><br></p>IBM Consulting is IBM’s consulting and global professional services business, with market leading capabilities in business and technology transformation. With deep expertise in many industries, we offer strategy, experience, technology, and operations services to many of the most innovative and valuable companies in the world. Our people are focused on accelerating our clients’ businesses through the power of collaboration. We believe in the power of technology responsibly used to help people, partners and the planet.<p><br></p><strong>Your Life @ IBM</strong><p><br></p>In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.<p><br></p>Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.<p><br></p>Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.<p><br></p>Are you ready to be an IBMer?<p><br></p><strong>About IBM</strong><p><br></p>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.<p><br></p><strong>Location Statement</strong><p><br></p>IBM wants you to bring your whole self to work and for you this might mean the ability to work flexibly. If you are interested in a flexible working pattern, please talk to our recruitment team to find out if this is possible in the current working environment.<p><br></p><strong>Being You @ IBM</strong><p><br></p>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.