WW Tivoli Storage Technical Leader

Profile

To expand the effect of the sales approach used by the storage brand within Tivoli on a world wide basis as senior representative is required to position both the output of any butterfly study for high value opportunities or to use the global butterfly experience to otherwise position the IBM solution in high value prospects and other must win sales situations. The following essential experience is mandatory:
Butterfly experience:
Deep understanding of the end to end butterfly methodology
Deep understanding of the butterfly products
The ability to present compelling value using butterfly tools and products to a customer with no prior review as time often prevents this
The ability to relate other butterfly studies to a customer to generate demand for IBM products and solutions
The ability to determine the optimum design for a customer using the butterfly methodology
36 months of sales experience using Butterfly methodology
3 years supporting IBM sales teams in the field actually presenting to customers
3 years public speaking experience at IBM events related to the butterfly methodology
3 years experience managing the butterfly methodology integration into STG and GTS with proven success
Storage experience
Deep understanding, based on practical experience of managing storage and data protection technologies in excess of 100PB
Deep understanding, based on practical experience of managing secure and federal/public sector storage and data protection technologies
Deep understanding, based on practical experience of managing multi tenancy storage and data protection technologies
Deep understanding of data security, must have led a comparable enterprise through the ISO27001 certification
Experience of concurrently managing storage at multiple MSPs
Proven experience of creating a profitable shared storage service in a multi tenancy situation
Deep understanding of storage technologies
Sales experience
3 years executive experience at a recognized tier 1 storage software vendor
5 - 7 years world wide management experience
Proven track record of exceeding targets at equivalent (100M USD ) level
As the customer may be an end user enterprise, the candidate must have 10 years sales experience in storage at senior levels
As the customer may be a managed services supplier the candidate must have successfully led sales into this vertical, with total deal values above 20 M USDs and of that software deal content above 10 M USDs
As the customer may be using IBM's technology and there may be customer satisfaction issues the candidate must have 7 years experience managing delivery at both end user and managed service provider accounts
As the role is a leadership position, the candidate must have experience of managing teams directly as 1st, 2nd, and 3rd line manager
As the role is a leadership position, the candidate must have experience of managing teams indirectly as a matrix manager and influencer
Required
* At least 7 years experience in Software Sales experience
* At least 3 years experience in Butterfly Sales/Technical Experience
* At least 5 years experience in Storage Sales Experience
* Readiness to travel 25% travel annually
* English: Fluent
NOTE: This role can be located in any large metropolitan US City.
Post Date:
20130121
Department:
Sales
DICEIDIBMIIRC
IBM
Web: ****

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