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, Cloud Pak for Data (DB2, Lakehouse), Guardium, Planning Analytics, Open Pages, Cognos, and Cloud Pak for Automation (BAW, File Net, 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, Cloud Pak for Data (DB2, Lakehouse, Warehouse), Data Intelligence (IKC, Manta), Data Integration (Confluent), Data Replication, Data Intelligence, Data Security (Guardium), Planning Analytics, Open Pages, Cognos Analytics, Cloud Pak for Automation (BAW, File Net, 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

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.

OTHER RELEVANT JOB DETAILS:

When applying to jobs of your interest, we recommend that you do so for those that match your experience and expertise. Our recruiters advise that you apply to not more than 3 roles in a year for the best candidate experience. For additional information about location requirements, please discuss with the recruiter following submission of your application.
Job Title

• Territory Sales Specialist
• West ISA
  Job ID
  113826
  City / Township / Village
  Mumbai
  State / Province
  Maharashtra
  Country
  India
  Work arrangement
  Hybrid
  Area of work
  Sales
  Employment type
  Regular
  Position type
  Professional
  Travel required
  Some travel may be required based on business demand
  Company
  (0063) IBM India Private Limited
  Shift
  General (daytime)
  Is this role a commissionable/sales incentive based position?
  Yes
  Application Info
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