Job Description

**Introduction** The Mainframe Modernization GTM Seller is IBM's primary point of contact for mainframe pursuits within the FSS sector. The person in this role leads the GTM/Selling strategy for managing IBM's FSS M/F Mod campaigns. **Your role and responsibilities** The Mainframe Modernization GTM Seller is IBM's primary point of contact for mainframe pursuits within the FSS sector. The person in this role leads the GTM/Selling strategy for managing IBM's FSS M/F Mod campaigns. As a M/F Modernization GTM Seller, you will have an exciting opportunity to build mind share and adoption of IBM's M/F Modernization services offerings with our partners and customers. A significant portion of this role will be dedicated to managing and expanding our pipeline for M/F Modernization. Your responsibilities will include building strong relations with various clients, IBM TEchnology, and possibly channel partners, IBM's FSS sales and marketing teams, and leading campaigns focused on driving sales, revenue, services adoption, and market penetration within our focused and high-potential (HiPo) accounts. The GTM Seller will engage with IBM sales and partner sales organizations to communicate IBM's FSS differentiation and capability. Specifically, the M/F Moderization GTM Seller will work with Partner, Managers, Sales Executives, District Managers, and Business Development Managers (groups that are applicable). The M/F Modernization GTM Seller will build cadence around key activities, including planning monthly and quarterly sales outreach, facilitating joint IBM-C/IBM-T FSS campaigns and GTM initiatives, reporting on KPIs and opportunities, and collaborating with others as applicable. Ideally, you have extensive expertise with the M/F ecosystem, and possess an understanding of cloud services sales and partner-based selling as it relates to M/F modernization journeys. Key Responsibilities: * Brand & Knowledge Management. M/F Relationship Management. Drive IBM FSS brand/solution awareness in the region (US-Americas). Evangelize IBM's FSS vision for M/F and/or applicable cloud services throughout and drive sales leads in the region through IBM and cliwent stakeholders. * Pipeline Tracking, Reporting. Work with IBM's FSS Account Executives (Lead Client Partners) and others to ensure pipeline information is thorough and accurate. * Channel/ISV Partnerships. Work with our strategic alliance partners to identify and facilitate partnership opportunities and open up new revenue opportunities for IBM FSS in the existing markets (e.g. AI, Mainframe Modernization, etc.). Skills & Qualifications: * Must have 10+ years of professional experience in services or software sales IT industry, Financial Services industry preferred * Must be familiar with M/F and related partner ecosystems and a track record in building alliance/sales/partner relationships with business and technical teams * Strong understanding of digital transformation drivers in the following technology domains: DevOps, Agile Development, Cloud Migrations, Containers, Microservices, Serverless, etc. * Problem solving ability and experience in aligning cross-functional teams - marketing, sales, engineering, and legal - toward common objectives to increase program ROI * Comfortable with ambiguity, ability to quickly analyze and execute in a rapidly changing environment, take charge and make things happen * Exceptional analytical, organizational, project management skills, and communication skill, ability to craft and deliver C-level presentations and captivate an audience * Highly independent and self-motivated with the ability to proactively seek out solutions and opportunities * Enjoy multi-tasking and juggling several different projects simultaneously * BA/BS degree required Additional Responsibilities and Reporting * This role reports directly to the FSS M/F Modernization Practice Lead in IBM's FSS HCD GTM practice * This role has additional responsibilities in communicating metrics and operational reports to the overall Migration and Modernization Lead Partner * The person fulfilling this role should be well organized, outgoing, and capable of prioritizing/re-prioritizing their efforts based on client, account, and company demands **Required technical and professional expertise** Skills & Qualifications: * Must have 10+ years of professional experience in services or software sales IT industry, Financial Services industry preferred * Must be familiar with M/F and related partner ecosystems and a track record in building alliance/sales/partner relationships with business and technical teams * Strong understanding of digital transformation drivers in the following technology domains: DevOps, Agile Development, Cloud Migrations, Containers, Microservices, Serverless, etc. * Problem solving ability and experience in aligning cross-functional teams - marketing, sales, engineering, and legal - toward common objectives to increase program ROI * Comfortable with ambiguity, ability to quickly analyze and execute in a rapidly changing environment, take charge and make things happen * Exceptional analytical, organizational, project management skills, and communication skill, ability to craft and deliver C-level presentations and captivate an audience * Highly independent and self-motivated with the ability to proactively seek out solutions and opportunities * Enjoy multi-tasking and juggling several different projects simultaneously * BA/BS degree required Additional Responsibilities and Reporting * This role reports directly to the FSS M/F Modernization Practice Lead in IBM's FSS HCD GTM practice * This role has additional responsibilities in communicating metrics and operational reports to the overall Migration and Modernization Lead Partner * The person fulfilling this role should be well organized, outgoing, and capable of prioritizing/re-prioritizing their efforts based on client, account, and company demands IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

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