About the role
Develop technical and consultative selling skills. Build deep business acumen and future-ready capabilities. Customer Engagement: Ensures partner teams, resources and relationships are activated, driving co-selling strategies and partner attach to each opportunity early in the sales lifecycle. Ensures connections with the partner organization (i.e. GPS) to drive share, partner health, that aligns with execution plans to accelerate customer value realization at scale. Assesses and qualifies sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices. Assists in strategy development for pursuing and closing deals. Collaborates across organizations to contribute to deal orchestration and handoffs throughout the deal lifecycle with minimal guidance. Utilizes best practices to gain customer buy-in, secure deals, and manage risks to support sales activities across the solution area. Participates in sales pipeline reviews with internal stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Coordinates with partners assigned to each account and/or opportunity to assist in handoffs with other teams (e.g., Global Partner Solutions [GPS], Customer Success Unit [CSU], Industry Solutions Delivery [ISD], Partner) throughout the deal lifecycle. Participates in discussions with stakeholders and decision makers for customers to identify and qualify sales opportunities. Collaborates with internal stakeholders to support and contribute to customer success. Collaborates with account teams to align the customer's artificial intelligence (AI) transformation vision with their business priorities and success objectives. Collaborates with others cross-organizationally and assists in the development of solutions that facilitate AI- and cloud-driven transformations for customers within their solution area. Assists in assessing solution area(s) and identifies trends to support aligning sales plays with customer demands, incorporating AI-driven predictive analytics to forecast future market needs. Collaborates across teams to suggest solutions that support customer business objective Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 2+ years technology-related sales or account management experience This position is not eligible for visa sponsorship. Candidates must have authorization to work in the United States that does not now or in the future require employer sponsorship. Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field AND 6+ years experience in technology-related sales or account management OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 8+ years experience in technology-related sales or account management OR equivalent experience 8+ years solution or services sales experience 8+ years of experience selling business solutions to global customers with a focus on Cloud Native, AI, and/or Data Platform and Analytics 8+ years of experience engaging with large enterprise customers, including managing multiple stakeholders and navigating complex sales cycles
