ResponsibilitiesWins Technology Decision Points and closes deals by using knowledge of strategic offering value proposition; understands use cases for all solutionsDevelops and progresses opportunity pipeline across the technology portfolio to contracting and executionIdentifies / Creates, Validates / Qualifies, Advances and Closes OpportunitiesCoordinates account team of technical and brand sales specialists and across partner and support rolesLeverages marketing to drive customer lifetime value (LTV).Develop account strategy with the client and Account Technical LeaderGenerates account plans and determines areas for growth; owns forecast with Brand Sales SpecialistDevelops and grows trusted relationships at all levels within the client’s businessLeverages industry expertise to understand the client’s business and investment prioritiesLeads the IBM brand and technical team through the end-to-end sales process to progress and close opportunities with a competitive mindsetIdentifies, assesses, and closes new business opportunities across portfolio for assigned accountsPartners with with Dealmakers and IBM compliance on behalf of the client and IBMEngages channel ecosystem where appropriate and guides clients to certified implementation partnersCoordinates with technical experts as neededDevelops and progresses pipeline in prioritized specialty area and across portfolio to grow existing accountsBalances long-term and short-term opportunitiesProspects and generates strategic opportunitiesSuccessfully manages client support teams for mapped accounts to support renewals and expansionPositions the value of IBM’s technology portfolio in enabling client strategy versus the competition