**Introduction** A Technology Sales SME role within Automation Brand means working for a leader in AI-Powered products. Envision helping clients create a world with less repetitive work and more innovative decisions. Less unplanned downtime and more proactive insight. And less waiting on systems… So that their employees can invest more time on the work they love. Join us and co-create with clients on solutions that makes people more productive and improves business performance, so that they can change the world at a scale not previously possible. 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, you'll be surrounded by bright minds and keen co-creators - 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. **Your role and responsibilities** As a Brand Sales AIOps/FinOps/ Application Security SME you'll work closely with clients to develop relationships, understand their needs, earn their trust and show them how IBM's industry leading solutions will solve their problems whilst delivering value to their business. Your primary responsibilities will include: * Client Management and Value Definition: Effectively manage client and IBM Seller relationships, define IBM's value proposition, and engage key decision-makers. * Sales Process Management and Collaboration: Oversee the entire sales process, with a focus on expanding new business opportunities, and collaborate closely with various IBM teams. * Provide Thought Leadership to internal as well as external stakeholders. * Demonstrate an intimate understanding of Application Security Solutions and their value to our customers with good understanding of DevSecOps/InfoSec platforms. * Demonstrate ability to position and advise to CISO level executives with industry Point-of-View business insights. **Required technical and professional expertise** * Multiple years of direct, face to face customer selling experience * Multiple years of selling cloud software or SaaS solutions * Functional competence across the Application Monitoring landscape, Technology Business Management, AIOps and FinOps * Strong understanding of the following verticals: IT Operations, Application Monitoring, Technology Business Spend, Application Resource Management and AI powered technologies * Familiarity with solutions like Wiz or other platforms that deal with Application CVEs and security. * Ideal candidates should have a passion for cloud technologies, solving customer problems, winning every time * You are a hunter who takes ownership of an assigned territory focused on net new logo acquisition and upsell opportunities. * You demonstrate expertise in building business cases which clearly articulates value and differentiation at all levels of your customer organizations. * You constantly generate pipeline using creative techniques, tools, team collaboration, industry events and top tier channel partners. * You demonstrate a true "value based" sales approach and have experience explaining complex ROI models to C level customers. * Ability to collaborate with teams within IBM and partners externally **Preferred technical and professional experience** * Expertise in the Automation Market: Demonstrated knowledge and proficiency in the automation market, enabling you to consult with clients and build trust (training on IBM's Automation offerings will be provided). * Hands on experience with any of the following solutions like Turbonomic, DataDog, New Relic, Dynatrace, Apptio, AIOps platforms and Wiz is a plus.