Introduction
As we tackle the world's biggest challenges, IBM continues to grow, and we're looking for talented Sales Leaders to join us in this new era. Be part of a diverse and global team of thinkers and doers - people who want to make an impact, cultivate their expertise and collaborate with some of the world's top business and technology professionals.
Your Role and Responsibilities
IBM Technology Expert Labs is hiring a Technology Services Seller who is passionate about helping clients, driving outcomes, and meeting sales targets. In addition to building strong client relationships, you will be responsible for sales signings (MCV/ACV), sales revenue, and Gross Profit. You are a competitive, consultative seller who loves to solve problems and win deals. You listen to understand client needs and desired outcomes—and you sell the solution to achieve that outcome. You sell solutions via a consultative approach—e.g. you sell the outcome to the client proposing services that meet their needs.
Key Responsibilities:
- Achieve services signings, and revenue targets quarterly and annually as per your quota
- Support achievement of GP and other delivery targets.
- Create, manage and prospect sales pipeline to achieve assigned territory quota
- Accurately forecast your sales pipeline on a weekly, monthly and quarterly basis
- Generate new signings by building client relationships, teaming with software and BP sellers to attach services to software deals
- Scope, validate and win services deals, leverage team of enterprise architects, technical principals, proposal leaders, and delivery consultants
- Prepare and present service configurations and pricing for the solution, and negotiate the terms, conditions and pricing. Know and systematically manage the steps to closure
- Lead post-signature activities for contract integration, change management, governance activities, upsells and renegotiations.
- Once the deal is signed, work closely with the service delivery manager to transition to perform by ensuring the scope and expectations are understood, ensuring project success.
- Following closure, you will be responsible for maintaining the customer relationship to upsell future services to generate a new pipeline.
Required Technical and Professional Expertise
- A successful track record of at least 3 years in technology sales, with a strong emphasis on acquiring new clients.
- Excellent communication and presentation skills that are equally engaging, compelling, and influential.
- Palpable excellence in preserving valuable relationships with key stakeholders, both externally and internally within IBM. Ability to work in a high pace, cross-functional team
Preferred Technical and Professional Expertise
Knowledge of IBM software and systems technologies, including OpenShift and IBM Cloud products such as IBM Cloud Paks portfolio.
About Business UnitIBM 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.
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?