Technology Sales Leader - Oil and Gas

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 Technology Seller (TSR) in the Horizon segment, you will serve Technology Sales Leaders for two high-priority IBM accounts to drive growth.

You will develop targeted account plans based on customer, Oil and Gas industry, and product footprint to grow existing and new client relationships. Your primary responsibilities will include:

• Develop Account Plans: Create targeted account plans based on customer, Oil and Gas industry, and product footprint to drive growth and expand existing and new client relationships.

• Drive IBM Technology Strategy: Translate customer needs into the right cross-Technology architecture, in the context of use cases and critical technology decision points, to win the platform.

• Build Senior Relationships: Engage in CxO conversations to build senior IBM relationships and ensure executive client buy-in, serving as the customer's strategic advisor.

• Translate Customer Requirements: Interpret customer requirements into actionable solutions, leveraging deep expertise in IBM Technology to deliver value to clients.

• Foster Executive Buy-in: Ensure executive client buy-in by providing strategic guidance and insights, driving business outcomes through effective collaboration.

Required technical and professional expertise

• Deep Expertise in Oil & Gas or Manufacturing Technology Sales: Proven track record of driving growth in high-priority enterprise accounts within the Oil & Gas or Manufacturing sectors. Must bring deep domain expertise, strong industry credibility, and the ability to develop targeted account strategies that translate complex customer challenges into actionable, high-value technology solutions.

• Strategic Selling Excellence: Extensive experience in strategic selling, complex deal orchestration, account planning, stakeholder mapping, value-based selling, and executive-level engagement. Must understand how to navigate long-cycle, high-value enterprise sales environments and build trusted relationships across technical, operational, commercial, and executive stakeholders.

• End-to-End Oil & Gas Supply Chain Understanding: Deep understanding of the full Oil & Gas value chain, including upstream, midstream, downstream, refining, chemicals, trading, logistics, asset operations, maintenance, health and safety, capital projects, and field operations. Must be able to connect technology solutions to operational efficiency, reliability, risk reduction, cost optimization, and business transformation across the entire supply chain.

• Cross-Technology Architecture and Solutioning: Experience designing, positioning, and implementing cross-technology architectures that align with customer requirements and drive measurable business outcomes. Must be able to connect enterprise platforms, data, AI, automation, asset management, cloud, security, and industry-specific solutions into a compelling transformation roadmap.

• Strategic Advisory to Senior Executives: Demonstrated experience serving as a strategic advisor to senior leaders and executive clients. Must be capable of providing industry insights, business guidance, and technology recommendations that influence investment decisions, transformation priorities, and enterprise outcomes.

• Industry and Product Knowledge: Deep knowledge of industry trends, competitive pressures, customer priorities, regulatory considerations, operational challenges, and technology product footprints. Must be able to leverage this knowledge to identify growth opportunities, expand account presence, and position solutions that are relevant to Oil & Gas and Manufacturing clients.

• CxO Engagement and Executive Relationship Building: Proven ability to engage in meaningful CxO-level conversations, build senior client relationships, and secure executive buy-in. Must be comfortable discussing business strategy, operational performance, digital transformation, risk, sustainability, productivity, and enterprise value with senior decision-makers.

• Self-Determined, Curious, and Always Learning: Must be highly self-determined, accountable, proactive, and resilient. The ideal candidate is a continuous learner who is always willing to deepen industry knowledge, understand emerging technologies, study customer business models, and improve their ability to create client value.

Preferred technical and professional experience

• Deep Industry Knowledge: Experience with industry trends, customer needs, and product footprints, enabling the development of targeted account plans and actionable solutions that drive growth and expansion.

• Cross-Technology Expertise: Experience in designing and implementing cross-Technology architectures that meet customer requirements and drive business outcomes, leveraging deep expertise in IBM Technology.

• Strategic Advisory Skills: Experience serving as a strategic advisor to senior executives, providing guidance and insights that drive business decisions and outcomes, ensuring executive client buy-in and business outcomes.

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.