Description
Introduction
An IBM Technology Sales Specialist role in Technology Lifecycle Services (TLS) means a career where you’re leading prospective clients towards IBM. Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you’ll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that will compel our clients to invest in IBM’s products and services.
Your Role and Responsibilities
An IBM Technology Sales Specialist role in Technology Lifecycle Services (TLS) means a career where you’re leading prospective clients towards IBM. Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you’ll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that will compel our clients to invest in IBM’s products and services.
Your Role and Responsibilities
- The MVS Sales Specialist primary responsibility is to identify and progress opportunities dedicated to the sale of IBM Services, Maintenance and Support including OEM Hardware Resale associated with our focus Alliance Partners.
- Also accountable for the revenue and revenue forecast in an assigned territory.
- The role requires collaboration and coordination with other stakeholders such as TLS Customer Service Manager (CSM), Digital Sales, Alliance Partners, Service Line Sales and Client Executives (TSR). The specialist will gain a comprehensive knowledge of Technology Lifecycle Services offerings and will be responsible for the success of those offerings within the business unit and assigned territories.
- The Sales Specialist will typically lead an engagement team for large and/or complex opportunities and is responsible for ownership and Win Strategy.
- Success criteria includes the coordination of the pursuit team’s activities and efforts towards the common goal of closing business.
- The role requires the ability to think strategically and able to set/communicate a Win Plan, plus leadership skills to bring together a pursuit team to effectively solution, and progress, a deal to its successful conclusion.
Required Technical and Professional Expertise
- A strong foundation in territory management is essential including the ability to create territory plans, develop, track, report and close pipeline opportunities.
- Demonstrate proficiency in Sales eminence and execution exemplified by:
- Account & Territory plan creation, strategy and execution.
- Interlock and collaboration with IBM Client Execs (TSR), other IBM business units, Alliance Partners, Digital Sales, TLS.
- High productivity; accurate, timely, and thorough pipeline management, hygiene and progression.
- Build trusted Client relationships.
- Track record of success of meeting Sales Targets.
- Knowledge of industry trends, Clients’ business, TLS services and capabilities.
- Accountability, autonomy and business leadership in addressing challenges and navigating through internal processes.
- 3 years of successful sales experience.
- Candidate must be fluent in French.
Preferred Technical and Professional Expertise
- TLS CSM, Digital Sales, Alliance Partners, Service Line Sales, Client Executives and TLS Delivery.
