Data & Ai Brand Portfolio Leader - Asia Pacific

2 weeks ago

Singapore IBM Full time

Introduction
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, let's talk.


Your Role and Responsibilities

The individual will play a critical role in the growth of IBM's Data and AI (D&AI) offering across Asia Pacific.

Lead our go-to market strategy and enablement to grow and protect the D&AI business in Asia Pacific. Positioning these solutions that drive implementation.


The individual will also work closely with all routes to market and collaborate with Cross-Segment/BU, Global Markets Sales, Technical Sales, IBM Services teams as well as IBM One Channel and our partners eco-system.

Localisation of Global go to market strategies and sales plays as well as competitive strategies to defend our current install base and capture new logos.


The role is primarily responsible for attaining revenue targets and building a repeatable and sustainable business in all markets across Asia Pacific.


The role will include but not limited to:

  • Own and deliver the financial targets/budget in Asia Pacific for the D&AI solution set.
  • Engage current and new clients directly and indirectly to build pipeline, progress, and close Integration and Management portfolio opportunities
  • Work with the extended Markets and Sales teams and provide product / solution SME input across the region.
  • Key note speaker at client events requiring strong communication skills.
  • Work with IBM Services and Partner organisations to ensure offerings are positioned as key components of client's digital transformation initiatives
  • Collaborate with IBM Marketing to drive awareness and build pipeline across Asia Pacific
  • Take ownership of the sales cadence and required operational activities to ensure accuracy in forecasting and revenue flow

Required Technical and Professional Expertise

  • 5+ Years Successful trackrecord of consistently overachieving sales quotas in complex, technology sales environments.
  • 5+ Years direct, face to face customer selling experience
  • 5+ years selling cloud software or SaaS solutions
  • 5+ years selling AIOps solutions / Integration solutions
  • Functional competence across the D&AI landscape
  • Strong understanding of the following verticals: AI, Data Mgt, Predictive Analytics and Database.
  • You are a hunter who takes ownership of an assigned territory focused on net new logo acquisition and upsell opportunities.
  • You demonstrate expertise in building business cases which clearly articulates value and differentiation at all levels of your customer organizations.
  • You constantly generate pipeline using creative techniques, tools, team collaboration, industry events and top tier channel partners.
  • You can demonstrate a true "value based" sales approach and have experience explaining complex ROI models to C level customers.
  • You're an entrepreneur who likes to run a business and know that owning your own pipeline generation is fundamental to your success.
  • Ability to collaborate with teams within IBM and partners externally

Preferred Technical and Professional Expertise

  • 5+ years knowledge of D&AI solutions.
  • Prior experience with Oracle, Talend, Snowflake, Alation and Informatica
  • Demonstrated 35 years' experience in leading complex deals and valuebased selling.

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.


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.

Being an IBMer means you'll be able to learn and develo

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