Senior Territory Account Manager
3 days ago
Description
• The Territory Account Manager is sales-driven and client-focused (F2F) with the following responsibilities: • Develop and execute a sales plan, based on SIA’s go-to-market strategy, that integrates multiple routes-to-market to win new logos and displace existing technologies and solution providers. • Lead client discussions to identify needs and align technology solutions, emphasizing IBM's offerings, with the client’s business goals and desired business outcomes. • Manage the sales cycle from prospecting to closure with a focus on building strong client relationships. • Leverage IBM and internal sales & technical teams to design and propose winning solutions for qualified sales opportunities. • Stay up to date on industry trends and IBM offerings to be able to effectively articulate business value, advise clients and influence buying decisions. • Ensure project delivery aligns with client expectations, fostering long-term partnerships.
Requirements
• Deep knowledge of IBM’s offerings, go-to-market strategies, and sales tools. • Technical proficiency in one or more of IBM’s brand portfolios (Data & AI, Automation, Security, Cloud, Power, Storage, or Sustainability). • Existing relationships with IBM customers and sellers in Ontario. • Solid experience and a network of contacts in at least one of the following industry verticals: Financial Services, Industrial, Retail, or Travel & Transportation. • A proven track record of sales success with a strong understanding of the sales cycle and managing stakeholder expectations. • Ability to articulate the business value of complex technology solutions and inspire customers to trust you (and SIA) to create and deliver this value.
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