Technology Sales Specialist - West

GlassHouse Systems (GHS) is an enterprise systems, and managed services solutions provider that develops, designs and deploys solutions for leading enterprises in Canada and the US. For almost 32 years, GHS has delivered an enterprise level of service and support to clients. Recognized with industry-leading awards each year, GHS translates this differentiation into positive client experiences.

Responsibilities:

• Sells products by establishing contact and developing relationships with prospects; recommending solutions.
• Identifies business opportunities by identifying prospects and evaluating their position in the industry; researching and analyzing sales options.
• Maintains relationships with clients by providing support, information, and guidance; researching and recommending new opportunities; recommending profit and service improvements.
• Maintains quality service by establishing and enforcing organization standards.
• Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; benchmarking state-of-the-art practices; participating in professional societies.
• Contributes to team effort by accomplishing related results as needed
• Enhances staff accomplishments and competence by planning delivery of solutions; answering technical and procedural questions for less experienced team members; teaching improved processes; mentoring team members.
  
  

Requirements:

• Technical Expertise
• IBM Power Ecosystem: Deep knowledge of IBM Power hardware architecture, PowerVM, and supported operating systems (AIX, IBM i, Linux on Power).
• Cloud & Virtualization: Proven experience selling Power Virtual Server (PowerVS) as part of a hybrid cloud strategy.
• Storage Proficiency: Strong understanding of the IBM Storage portfolio and its integration with virtualized environments.
• Modern Workloads: Ability to discuss how modern applications (Red Hat OpenShift, Kubernetes, AI models) run on Power infrastructure.
• Sales Experience
• Industry Experience: 4 years of experience in IT infrastructure sales, with at least 3 years focused on server or storage solutions.
• Consultative Approach: Demonstrated success in consultative selling, including identifying client pain points and crafting tailored technical solutions.
• Deal Management: Experience managing complex RFI/RFP processes and negotiating contracts with diverse stakeholders.
• Education & Certifications
• Education: Bachelor's degree in business, Computer Science, Engineering, or equivalent practical experience.
• Certifications: IBM Certified Sales Specialist – Power Systems or Enterprise Storage Sales (preferred).
  
  

Willingness to travel (20–50%) to client sites as required

Personal attributes:

• Communication: Exceptional presentation skills with the ability to explain technical concepts to non-technical decision-makers.
• Resilience: Strong problem-solving skills and the ability to navigate competitive and high-pressure sales environments.