Territory Sales Specialist - West ISA

Introduction

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.

Your role and responsibilities

Drive demand, build pipeline, and close complex deals across IBM's Data & AI portfolio - including watsonx, Data Solutions, and Business Automation solutions.

Drive demand creation-Develop and execute go-to-market strategies to generate new pipeline and advance Data & AI opportunities to close.Engage and grow clients -Build lasting relationships by understanding client needs and delivering tailored, value-added solutions that fuel their business growth.Progress opportunities -Manage complex, multi-stakeholder sales cycles end-to-end - from initial discovery through contract close.Stay ahead of the market -Monitor industry trends, competitor moves, and emerging customer needs to sharpen your competitive edge and identify net-new opportunities.

Required education
Bachelor's Degree

Preferred education
Master's Degree

Required technical and professional expertise
Deep Data & AI platform knowledge -Hands-on expertise with IBM's Data & AI portfolio, including watsonx, CloudPak for Data (DB2, Lakehouse), Guardium, Planning Analytics, OpenPages, Cognos, and CloudPak for Automation (BAW, FileNet, RPA).Demand generation & sales growth -Proven track record of developing and executing strategies that create pipeline and convert opportunities into closed business.

Solution selling -Demonstrated ability to map complex client challenges to tailored platform solutions, driving measurable business outcomes.

Complex sales cycle management -Experience navigating enterprise deals with multiple stakeholders, long procurement cycles, and technical evaluation stages.

Preferred technical and professional experience
Broad portfolio fluency Familiarity across multiple Data Platform products, enabling cross-sell and upsell conversations at scale. Products included but not limited to watsonx.ai, watsonx.data, watsonx.governance, watsonx Orchestrate, CloudPak for Data (DB2, Lakehouse, Warehouse), Data Intelligence (IKC, Manta), Data Integration (Confluent), Data Replication, Data Intelligence, Data Security (Guardium), Planning Analytics, OpenPages, Cognos Analytics, CloudPak for Automation (BAW, FileNet, RPA)

Industry acumen -Deep knowledge of verticals where Data & AI has strong ROI - FSS, manufacturing, retail, or healthcare

Strategic sales planning -Experience building territory plans grounded in market analysis and account segmentation.

Years of Experience:
8-14