**Introduction** A Business Development Representative's mission in IBM is to accelerate the adoption of IBM technology with clear industry use-cases and expertise to ensure competitive differentiation in engagements directly with clients, IBM account teams, and /or through our sales ecosystem partners. With credibility as a knowledgeable market and industry advisor, you will earn client's trust and respect to become their strategic technology partner. Using the knowledge of your clients' business and industry you will identify and prioritize opportunity areas that will improve their business performance. Being highly skilled in building and nurturing strategic client relationships, you will use your consultative style to drive the adoption and penetration of IBM's platforms through innovative solution recommendations that leverage IBM technologies, architectures, industry content, and offerings. Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, bright minds and keen co-creators will surround you - always willing to help and be helped - as you apply passion to work that will compel our clients to invest in IBM's products and services. With first-class communication and empathy, you will collaborate closely with clients to develop reliable relationships that successfully accelerate the adoption of IBM technology. You will explain how IBM's industry leading solutions unlock the true potential of cloud and AI in their enterprises and build smarter businesses. **Your role and responsibilities** The IBM / Palo Alto Networks strategic partnership team is looking for a highly motivated Business Development Representative to build sales opportunities and form connections with our clients. This is an excellent opportunity to find new ways to help us achieve our shared client acquisition and revenue goals. As a business development representative, you'll become an expert in your client (Palo Alto Networks) and use your expertise to identify and progress joint sell to, sell with, and embed opportunities. Key responsibilities: * Goal oriented. Must possess the skills to set goals, report on progress, and achieve results. * Teaming! Be an excellent teammate by timely and authentic communication. * Know your client, their industry, and the target marketplace. Research and identify new business opportunities - including new markets, growth areas, trends, customers, partnerships, products and services - or new ways of reaching existing markets * Develop and execute strategies to achieve sales goal and reach target markets. * Build and maintain positive relationships with customers, clients, and partners. * Understand the needs of mutual target market/clients and be able to respond effectively with a plan of how to meet these needs * Think strategically - seeing the bigger picture and setting aims and objectives to develop and improve the business and reach new audiences * Work strategically - carrying out necessary planning to implement operational changes * Accurate revenue forecasting. * Have a passion for AI technologies, solving customer problems, winning every time. * Constantly generate pipeline using creative techniques, tools, team collaboration, industry events and top tier channel partners. * Demonstrate a true "value based" sales approach. * Ability to collaborate with teams within IBM and partners externally * Ensure alignment with overall sales strategies * Possess strong communication skills and a drive to succeed * Ability to anticipate and handle objections quickly **Required technical and professional expertise** * Multiple years of experience in a direct customer-facing sales role * Multiple years of selling IBM Watsonx solutions. * Demonstrate expertise in building AI-driven business cases which clearly articulates value and differentiation at all levels of your customer organizations. * Understanding of AI concepts and applications * Ability to articulate the business impact of AI, going beyond technical features to demonstrate how it can improve efficiency, productivity, and decision-making * Developed customized AI solutions based on client needs * Ability to interpret data and use insights to enhance sales strategies and customer interactions. **Preferred technical and professional experience** * Previous ISV sales experience * Business Acumen: Exhibit a strong understanding of business operations and financial benefits related to technology solutions, enabling clear explanations. * Communication and Presentation Skills: Possess strong, persuasive communication and presentation skills. * Value Demonstration: Showcase a track record of experience illustrating how technology solutions deliver tangible operational and financial value at all organizational levels