About the role
Develop technical and consultative selling skills. Build deep business acumen and future-ready capabilities. Customer Engagement: Assesses and qualifies sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices. Participates in strategy development for driving and closing moderately complex, significant value opportunities. Collaborates across organizations (e.g., Account Team Unit [ATU], CSU, ISD, GPS) to contribute to deal orchestration and handoffs throughout the deal lifecycle. Utilizes best practices to earn customer buy-in, secure deals, and mitigate risks to facilitate sales activities across the solution area. Reviews and translates customer and partner feedback to establish recovery action plans. Develops relationships with key customer and partner stakeholders to understand sentiment and satisfaction goals Drives partner teams, resources and relationships are activated, driving co-selling strategies and partner attach to each opportunity through every stage in the sales lifecycle. Drives partner organization connections (i.e. GPS) to drive share, partner health, that aligns with execution plans to accelerate customer value realization at scale. Analyzes business and emerging opportunities to improve the customer portfolio and encourage customer innovation. Evaluates solution area(s) and market and develops insights to align sales plays with customer business priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Evaluates and disseminates market intelligence, trends, and insights across
the team. Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years of 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 8+ 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 12+ years experience in technology-related sales or account management OR equivalent experience 12+ years solution or services sales experience 12+ years of experience selling business solutions to global customers with a focus on Cloud Native, AI, or Data platform and/or analytics 12+ years of experience engaging with large enterprise customers, including managing multiple stakeholders and navigating complex sales cycles
