**Introduction** Your mission is to provide a clear, single point of ownership structure, leading sales teams to drive integrated solutions, along with Ecosystem and other stakeholders, that deliver client value and achieve IBM business results, by painting a vision of how the application of IBM technologies and culture will solve client challenges and accelerate success. You will build trusted client relationships at the highest levels by applying proven technical & industry expertise, and orchestrate account planning, strategy, and management. As the Country Leader for IBM in New Zealand, you will role-model IBM’s culture, providing the team with a clear sense of purpose, building trust and fostering open dialogue with simplicity and transparency. **Your role and responsibilities** * Technical & Industry Expertise * Maintaining up to date knowledge of technology, industry and trends to articulate the value of IBM products vs competitors.Presenting highly contextual insights into the benefits of emerging technology adoption * Using technology expertise, experimental tools, appropriate architectural methods, thinking, processes, models and assets, to guide all solution design decisions and delivery of solutions to meet and exceed the business objectives of our clients’ better * Account Planning & Stakeholder Management * Nurturing existing C-Suite and technology leader relationships and establish new longer-term relationships. Hosting client events, briefings, and other high value personalized interactions to deepen the overall relationships. * Driving end-to-end sale of products, leading to consistent IBM Technology revenue growth and engaging support of all relevant IBM roles and partners to ensure integrated solution is delivered to the client * Creating consistency within teams and extended teams (including Red Hat, Global System Integrators and other partners), centered around the IBM Client Engagement Model. Encouraging culture of quarterly account planning, opportunity standups, deals clinics, quarterly checkpoints, sales kickoff participation, continuous role-based learning, and sales discipline * Manage, coordinate and leverage Partner ecosystem resources, if applicable, to drive business value for the client * Manage relationship with Ecosystem and drive actions/initiatives that lead to business growth * Sales & Strategy Execution * Leading the IBM team through the end-to-end sales process to progress and close opportunities with a competitive mindset, taking the One-IBM approach to achieve IBM Technology sales objectives * Driving and promoting IBM integrated solutions, leading negotiations to secure wins * Creating alignment between IBM and the client around the value we add to their environment **Required technical and professional expertise** * Strong sales execution experience and client engagement skills in Information Technology products and services * Ability to advise clients on the technical architecture needed to address their business requirements * Differentiate IBM in context of Client's industry * Market, industry, business, and financial acumen to identify and progress opportunities * Coach sellers to achieve business goals and create a motivated, engaged and high-performing team * Strong leadership, communication, and presentation skills **Preferred technical and professional experience** * Deep knowledge of IBM's strategy and portfolio * Prior experience of working with multinational Information Technology companies would be desirable and an innate ability to operate within a complex matrix management structure.