Description
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. We are 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.
IBM Technology Expert Labs has 2,500+ services experts available globally that provide the specialized skills and expertise our clients need to achieve the highest return on their investment in IBM Data & AI, Automation and Sustainability and Security software. We are looking to hire a Services Sales Professional that is passionate about helping clients, driving outcomes, and meeting sales targets. In addition to building strong client relationships, you will be responsible for services sales signings (ACV), 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. You sell solutions via a consultative approach to find the right services to meet your customer’s needs.
Your Role and Responsibilities As a Brand Sales Specialist you’ll work closely with clients to develop relationships, understand their needs, earn their trust and show them how IBM’s industry leading solutions will solve their problems whilst delivering value to their business. We’re passionate about success. If this role is right for you, then your achievements will mean that your career is flourishing and our clients are thriving. To help ensure this win-win outcome, a ‘day-in-the life’ of this role may include, but not be limited to:
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. We are 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.
IBM Technology Expert Labs has 2,500+ services experts available globally that provide the specialized skills and expertise our clients need to achieve the highest return on their investment in IBM Data & AI, Automation and Sustainability and Security software. We are looking to hire a Services Sales Professional that is passionate about helping clients, driving outcomes, and meeting sales targets. In addition to building strong client relationships, you will be responsible for services sales signings (ACV), 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. You sell solutions via a consultative approach to find the right services to meet your customer’s needs.
Your Role and Responsibilities As a Brand Sales Specialist you’ll work closely with clients to develop relationships, understand their needs, earn their trust and show them how IBM’s industry leading solutions will solve their problems whilst delivering value to their business. We’re passionate about success. If this role is right for you, then your achievements will mean that your career is flourishing and our clients are thriving. To help ensure this win-win outcome, a ‘day-in-the life’ of this role may include, but not be limited to:
- Managing a dedicated client set and defining, confirming, and communicating the differentiated value of IBM’s technology at both the technical and business level.
- Using your solution-selling expertise you’ll be identifying and engaging decision makers and influencers, qualifying business opportunities, and responding to clients’ needs to create strategic, long-term partnerships.
- Managing the entire sales process, from RFI / RFP response preparation, and ensuring delivery against KPIs, with a strong emphasis on new business sales, while expanding existing accounts.
- Collaborating with the broader IBM sales ecosystem, from Marketing to Sales and technical colleagues, to IBM Business Partners, to build sales campaigns and incremental pipeline.
- Achieve services signings, revenue and GP targets quarterly and annually.
- 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 services configurations and pricing for the solution, 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, up sells and negotiations.
- 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 new pipeline.
Required Technical and Professional Expertise
- Proven track record of success in technology sales, with emphasis on new client acquisition.
- Demonstrable application of business and commercial acumen, communicated at all levels, to show the operational impact and financial value of technological solutions.
- Excellent communication and presentation skills that are equally engaging, compelling and influential.
- 5 + year of enterprise sales experience
- Solid record of achieving sales targets
- Client relationship building skills
- Ability to work in a fast-pace, cross functional team
SKILLS:
- Achievement of sales quotas
- Strong customer relationships
- Project delivery experience
- Services Sales experience
- Cloud and container product knowledge
- Ability to architect complex solutions using multiple offerings and technologies to delivery desire customer outcomes
- Territory management
- Forecast management
- Sales execution
- Prospecting
- Proposal and presentation
- Contract creation and pricing
- Negotiation and closing
- Self-confidence
- Team spirit
Preferred Technical and Professional Expertise
- 5 + year of enterprise sales experience
- Solid record of achieving sales targets
- Client relationship building skills
- Services delivery experience
- Ability to work in a fast-pace, cross functional team
