<p>Introduction</p> <p>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. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that's passionate about driving innovation and making a difference.</p> <p>Your role and responsibilities</p> <p>As a zStack Hardware Brand Sales Specialist, you are responsible for delivering the full value of IBM Z and LinuxONE hardware platforms to address client business needs and support their most critical workloads. You will work closely with large enterprise and mainframe customers to build trusted relationships, understand their strategic objectives, and position IBM Z hardware as the foundation for performance, resilience, security, and hybrid cloud scalability.</p> <p>Your performance directly drives your success, as well as long term client outcomes. You will bring an authoritative IBM Z hardware point of view, elevating discussions to the platform level and aligning infrastructure decisions to business and financial strategy. This role requires strong field engagement, complemented by remote work.</p> <p>A Typical Day May Involve</p> <ul> <li>Client-Centric Platform Leadership: Manage a strategic client set to articulate and deliver the differentiated value of IBM Z hardware, ensuring customers fully realize platform benefits such as scalability, availability, resiliency, and sustainability. </li><li>Strategic Stakeholder Engagement and Opportunity Qualification: Identify and engage senior decision-makers, qualify infrastructure opportunities, and shape platform aligned solutions that address both technical and business priorities. </li><li>End-to-End Hardware Sales Ownership: Own the complete sales lifecycle for assigned IBM Z and LinuxONE hardware opportunities, from opportunity identification and solution definition through financial structuring, negotiation, and deal closure. </li><li>Platform-Level Value Articulation: Elevate conversations beyond individual products to the platform level, positioning IBM Z hardware as the system of record and system of insight across hybrid cloud architectures. </li><li>Ecosystem Collaboration for Growth: Collaborate across IBM sales, technical, services teams, and business partners to execute campaigns, expand pipeline, and increase IBM Z hardware adoption within assigned accounts. </li></ul> <p>Your primary responsibilities will include:</p> <ul> <li>Develop Demand Generation Strategies: Create and execute plans to drive demand for zHardware solutions, identifying and pursuing new sales opportunities to meet business objectives. </li><li>Progress Opportunities: Build and maintain relationships with clients to progress sales opportunities, providing solutions that meet their needs and driving deals to closure. </li><li>Solution Sales: Sell a range of zHardware solutions, including Hyper Protect Digital Assets, Wazi aaS, and LinuxONE Emperor 4, to clients across various industries. </li><li>Identify New Sales Opportunities: Continuously identify and pursue new sales opportunities, staying up-to-date with industry trends and competitor activity to maintain a competitive edge. </li><li>Meet Business Objectives: Meet and exceed sales targets, contributing to the overall success of the zHardware business. </li><li>Apply expert knowledge of IBM Z and LinuxONE hardware to propose relevant and impactful platform use cases that address client business, risk, and infrastructure challenges. </li><li>Own the financial and commercial framing of hardware deals, including pricing, capacity models, consumption options, and value based justification for enterprise infrastructure investments. </li><li>Maintain strong alignment with IBM Brand Technical Specialists to ensure solution design matches offering capabilities and roadmap direction. </li><li>Partner with IBM Technology Expert Labs to ensure customers have the services, skills, and readiness required for successful hardware deployment and lifecycle adoption. </li><li>Tie IBM Z hardware into the broader IBM portfolio in a way that aligns to client strategy and delivers clear business and financial outcomes. </li></ul> <p>Required education</p> <p>High School Diploma/GED</p> <p>Preferred education</p> <p>Bachelor's Degree</p> <p>Required technical and professional expertise</p> <ul> <li>Strong understanding of the IBM Z hardware portfolio, including performance characteristics, scalability, capacity planning, resiliency, availability, cyber resilience, and sustainability capabilities. </li><li>Proven ability to sell and structure enterprise hardware deals, including financial modeling, pricing constructs, capacity options, and contractual packaging aligned to customer business cases. </li><li>Understanding of how IBM Z hardware supports hybrid cloud architectures, high volume transactional processing, low latency workloads, and near zero downtime operations. </li><li>Minimum of one to two years of experience selling IBM hardware, including IBM Z, LinuxONE, or Power systems. </li><li>Strong business acumen with the ability to clearly communicate technical and financial value to executive, infrastructure, and procurement stakeholders. </li><li>Exceptional communication and influencing skills to establish credibility and trusted advisor status. </li></ul> <p>Preferred technical and professional experience</p> <ul> <li>Demonstrated experience in mainframe or enterprise infrastructure markets, with the ability to quickly establish trusted client relationships. </li><li>Experience positioning hardware platforms within complex, multi-year client strategies. </li><li>Familiarity with Linux on Z, Red Hat technologies, or hybrid cloud architectures as they relate to IBM Z hardware value. </li><li>Experience working across cross functional sales, technical, services, and partner teams to deliver complex infrastructure solutions. </li></ul> <p>ABOUT BUSINESS UNIT</p> <p>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.</p> <p>YOUR LIFE @ IBM</p> <p>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.</p> <p>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.</p> <p>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.</p> <p>Are you ready to be an IBMer?</p> <p>ABOUT IBM</p> <p>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.</p> <p>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.</p> <p>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.</p> <p>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.</p> <p>OTHER RELEVANT JOB DETAILS</p> <p>IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:</p> <ul> <li>Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being </li><li>Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs </li><li>Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law </li><li>Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals </li><li>Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences </li></ul> <p>We consider qualified applicants with criminal histories, consistent with applicable law.</p> <p>This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.</p> <p>IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.</p> <p>The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.</p> <p>This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.</p>