Sales Professional Services Sales Consultant (f/m/x) Professional Multiple Cities

Stellenbeschreibung:

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact. Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society.

Your role and responsibilities

As a Brand Technical Specialist, you will utilize extensive technical knowledge to sell Business Unit specialty or brand products to clients, removing technical inhibitors to sales opportunities.

At HashiCorp, which is now part of IBM, we are committed to delivering innovative solutions that empower our customers to achieve their business objectives. We are seeking a dedicated Professional Services Sales Lead to join our dynamic team and help drive the success of our services offerings.

The Professional Services Sales Lead will be responsible for building and managing a pipeline of services opportunities in collaboration with regional Sales Leadership, Account Managers, Solutions Engineers, and Solution Architects. This role requires a strong understanding of customer business and technical objectives, enabling the position of appropriate services that align with customer needs. The ideal candidate will establish themselves as a trusted advisor, guiding customers in maximising the value of HashiCorp products and services.

What You’ll Do

Pipeline Development: Consistently build a pipeline of services opportunities by partnering with regional sales teams.
Sales Process Management: Oversee multiple opportunities through various stages of the sales process, ensuring a seamless experience for customers.
Customer Engagement: Lead the services sales process to understand customer requirements and objectives, positioning appropriate services effectively.
Advisory Role: Provide guidance to Account Managers and Sales Engineers on suitable services for current and prospective customers.
Trusted Advisor: Engage directly with customers to recommend services that deliver value and align with their objectives.
Value Proposition Communication: Articulate and communicate the value proposition of HashiCorp products and services to customers.
Solution Architecture: Advise customers on initial solution architecture, author Statements of Work (SOW), and position packaged service offerings.
Opportunity Creation: Drive the creation of service opportunities, manage pursuit activities, and assist Account Managers in closing transactions.
Knowledge Transition: Facilitate knowledge transfer from sales to post‑sales to ensure the Professional Services team is ready for successful project delivery.
Forecast Management: Maintain accurate forecasts of services opportunities and actively participate in regional forecast meetings.
Resource Planning: Collaborate with Professional Services leaders for effective resource planning for upcoming engagements.
Material Development: Develop and maintain a library of Professional Services presentations, solution briefs, and SOW templates.
Administrative Duties: Complete all necessary administrative tasks and duties in a timely manner.
Travel Requirements: Travel as needed to meet with customers and support sales activities.

Required education

Bachelor's Degree

Preferred education

Master's Degree

Required technical and professional expertise

Fluent in German and English (at least C1 level).
Extensive track record of working within a Professional Services organization, focused on the selling and/or implementation of technology solutions for customers.
Successful background working within a Professional Services organization, focused on the selling and/or implementation of technology solutions for customers.
Proven experience in sales, particularly in the technology or professional services industry and managing the services sales process.
Experience in authoring SOWs Successful background developing strong customer relationships and positioning outcome based services aligned to customer business and technical objectives.
Strong understanding of business and technical objectives within the enterprise software arena.
Excellent communication and presentation skills, with the ability to articulate complex concepts clearly.
Excellent interpersonal skills, with the ability to gain the support and commitment of others through exceptional verbal and written communication.
Experience engaging with senior business leaders and delivering customer facing presentations.
Ability to gain the confidence and trust of others through consistency and integrity.
Ability to work collaboratively, co-create and build partnerships to achieve shared goals.
Ability to plan and prioritise work to meet commitments aligned with organisational goals.
Ability to adapt to change and operate in unclear situations.
Excellent analytical and problem solving skills.

Preferred technical and professional experience

B.S. degree in Computer Science, Engineering or similar program from an accredited college / university or equivalent experience preferred.

ABOUT BUSINESS UNIT

IBM has a global presence, operating in more than 175 countries with a broad‑based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country‑based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad‑based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on‑going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can‑do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

ABOUT IBM

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 500 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM 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, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.