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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

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.

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.

A Typical Day May Involve

• 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.

• 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.

• 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.

• 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.

• 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.

Your primary responsibilities will include:

• Develop Demand Generation Strategies: Create and execute plans to drive demand for zHardware solutions, identifying and pursuing new sales opportunities to meet business objectives.

• Progress Opportunities: Build and maintain relationships with clients to progress sales opportunities, providing solutions that meet their needs and driving deals to closure.

• Solution Sales: Sell a range of zHardware solutions, including Hyper Protect Digital Assets, Wazi aaS, and LinuxONE Emperor 4, to clients across various industries.

• 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.

• Meet Business Objectives: Meet and exceed sales targets, contributing to the overall success of the zHardware business.

• 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.

• Own the financial and commercial framing of hardware deals, including pricing, capacity models, consumption options, and value based justification for enterprise infrastructure investments.

• Maintain strong alignment with IBM Brand Technical Specialists to ensure solution design matches offering capabilities and roadmap direction.

• Partner with IBM Technology Expert Labs to ensure customers have the services, skills, and readiness required for successful hardware deployment and lifecycle adoption.

• Tie IBM Z hardware into the broader IBM portfolio in a way that aligns to client strategy and delivers clear business and financial outcomes.

Required technical and professional expertise

• Strong understanding of the IBM Z hardware portfolio, including performance characteristics, scalability, capacity planning, resiliency, availability, cyber resilience, and sustainability capabilities.

• Proven ability to sell and structure enterprise hardware deals, including financial modeling, pricing constructs, capacity options, and contractual packaging aligned to customer business cases.

• Understanding of how IBM Z hardware supports hybrid cloud architectures, high volume transactional processing, low latency workloads, and near zero downtime operations.

• Minimum of one to two years of experience selling IBM hardware, including IBM Z, LinuxONE, or Power systems.

• Strong business acumen with the ability to clearly communicate technical and financial value to executive, infrastructure, and procurement stakeholders.

• Exceptional communication and influencing skills to establish credibility and trusted advisor status.

Preferred technical and professional experience

• Demonstrated experience in mainframe or enterprise infrastructure markets, with the ability to quickly establish trusted client relationships.

• Experience positioning hardware platforms within complex, multi-year client strategies.

• Familiarity with Linux on Z, Red Hat technologies, or hybrid cloud architectures as they relate to IBM Z hardware value.

• Experience working across cross functional sales, technical, services, and partner teams to deliver complex infrastructure solutions.

IBM is committed to creating a diverse environment and 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, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.