Prospecting to identify potential new clients and opportunity for expansion with existing clients utilizing video, digital tools, and cold calling techniques. Understanding your prospective clients’ buying cycles to accurately predict the potential and timings of deal closures – clearly communicating your forecasts with stakeholders at all levels. Supporting your squad of Business Development, Ecosystem, Marketing and Technical colleagues (‘IBMers’) to identify and create up- /cross-sell opportunities within your assigned territory. Working with IBM Marketing and Sales leadership to activate targeted new business campaigns. Collaborating with your squad to design use-cases and proofs of concept in response to prospective clients’ requests for information (RFIs). Co-creating and presenting on high-level, value propositions for clients, conducting product demos – successfully landing product features, functionality and solutions in a way that’s highly compelling.