Job Description
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Your role and responsibilities
The Territory Sales Specialist (TSS) drives IBM growth by managing sales execution across 200+ clients in the Select Territory segment. TSSs complement Brand Sales Specialists, Technical Sellers, and BTSS in support of the focus products by expanding IBM’s reach and ensuring full portfolio coverage. Acting as a portfolio seller, the TSS supports the sales team by engaging clients and Business Partners, and leading end-to-end sales motions for the broader IBM product set. Through close collaboration with Business Partners and internal teams—including BSS, BTSS, and SDR—the TSS accelerates pipeline progression, expands market reach, and closes deals efficiently.
Your primary responsibilities will include:
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Maintain Client Relationships and Showcase IBM's Tech Value: Actively maintain and nurture client relationships while effectively highlighting the value of IBM's technology solutions.
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Utilize Solution-Selling Skills: Apply solution-selling techniques to engage with decision-makers, assess and qualify opportunities, and establish enduring partnerships.
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Oversee the Full Sales Process: Take charge of the entire sales process, from handling RFI/RFP responses to meeting key performance indicators (KPIs). The focus is on acquiring new business and expanding existing accounts.
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Collaborate with IBM's Sales Network: Work in cooperation with IBM's sales ecosystem to develop and execute sales campaigns, ultimately leading to the growth of the sales pipeline.
Required education
Bachelor's Degree
Preferred education
Bachelor's Degree
Required technical and professional expertise
- Bachelor’s degree in Business, IT, Computer Science, or related field often preferred.
- Strong track record in technology or enterprise software sales (including software-as-a-service or cloud solutions).
- Experience with consultative sales to enterprise clients.
- Good understanding of Data & AI technologies and platforms.
