**Introduction** A Technology Sales Specialist role (what we internally call a, 'Brand Sales Specialist') within Automation 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** The Strategic Account Executive is responsible for managing relationships with and selling IBM's webMethods and StreamSets product lines. This person will act as a strategic advisor for his/her customers and prospects and use consultative and value-based selling techniques to develop and maintain relationships with all levels across the organization to support delivering customer-desired outcomes. The Strategic Account Executive effectively collaborates and coordinates activities in accounts by engaging with other IBM Sales Specialists, Sales Engineers, Inside Sales, and Consultants to successfully generate qualified opportunities, win new business, and build a long-term strategic partnership with her/his customer. · Responsible for selling the webMethods and StreamSets product portfolios in the territory · Achieve/exceed quarterly and yearly revenue targets using approved webMethods and StreamSets business planning, account management, opportunity management, and monitoring processes tools. · Drive and penetrate new accounts and meet with stakeholders (C level) within accounts selling collaboration solutions. · Accurately forecast and report on opportunities within the assigned territory · Build key management relationships with a focus on new opportunities, customer success and satisfaction, resulting in referenceable accounts and positive brand/company awareness. · Teach customers insights and tailor solutions to challenge their approach to key corporate priorities and create a value proposition. · Work with the ecosystem to increase visibility and propensity to win new logos and grow existing customers. Must be comfortable and proven working in collaboration with Cloud Providers and Systems Integrators. **Required technical and professional expertise** Required Professional and Technical Expertise : · 6+ years of experience selling with middleware technologies, cloud architecture, integration platforms · Experience selling software-based solutions, specifically into targeted new name accounts with large deal sizes · Excellent prospecting skills using multiple tools and methods to effectively prospect across many accounts · Experience developing and presenting clear and concise sales briefings/meetings · Ability to understand customers’ business, needs, challenges, and expectations · Demonstrable success in meeting and exceeding a quota **Preferred technical and professional experience** Preferred Professional and Technical Expertise : · 8+ years of experience selling with middleware technologies, cloud architecture, integration platforms · Experience selling to both Government and/or Commercial Customers