Introduction
At IBM, work is more than a job - it's a calling: To build. To design. To
code. To consult. To think along with clients and sell. To make markets. To
invent. To collaborate. Not just to do something better, but to attempt things
you've never thought possible. Are you ready to lead in this new era of
technology and solve some of the world's most challenging problems? If so,
lets talk.
Your Role and Responsibilities
The Technology Sales Representative - TLS National Market is responsible for
selling IBM Technology Support Services Multi-Vendor Services and Labor Based
Service (non-IBM logo support) offerings directly to customers. They will be
focused on winning MVS business at new clients and their territory will
include hundreds of clients in the Financial, Industrial and Communication
industry sector. By definition of the role, the sales position is a hunting
role. Maintain in-depth skills in the specialty offerings and are assigned to
geographic territories where they possess the sales and technical expertise
required to conduct all phases of the sales cycle. They are responsible for
closing the sale and winning the customer's satisfaction with the engagement
and the offerings. The primary responsibility will be to sign net new business
for MVS TLS deals. The employee Influences the functional strategy.
Environment:
Professional knowledge of function, business unit or country operations.
Understand organizational resources, priorities, needs and policies. Must
understand the MVS offerings, along with a proven ability to hunt net new
business and a strong deal close ratio to pipeline. Technical
understanding of the MVS OEM equipment especially EOL, EOSL equipment is a
must.
Communication/Negotiation:
Guide other professionals. Adapt communications and approaches to conclude
negotiations with various partners and clients resulting in common
agreements. Business Development skills a plus as responsibilities will
require creating new opportunities.
Problem Solving:
Analyze complex/new situations, anticipate potential problems and future
trends, assess opportunities, impacts, and risks. Develop and implement
solutions.
Contribution/Leadership:
Leads multi-functional sales/solution teams. Has vision of functional or
unit mission. Influences people and organizations, including executive
management, when issues are complex/difficult and require considerable
diplomacy. Considerable latitude in responsibilities to define and decide
on tools, processes, priorities and resources following general business
unit directives. Recognized as an expert in their field. Often no
precedent exists.
Impact on Business/Scope:
Accountable for projects or programs involving multi- functional, country-
wide or regional teams. Responsible for overall functional program
success. Activities are subject to business measurements, impact customer
satisfaction, and impact functional, business unit, or country costs or
expenses. Primary measurement will be on net new MVS signings for TLS on a
quarterly and 1H basis.
Required Technical and Professional Expertise
Proficient in Microsoft Office applications (PowerPoint, Word, Excel)
Experienced in selling Maintenance/Technical Support solutions TPM (Third
Party Maintenance) background preferred
Knowledge of Financial, Communications, and Industry Sectors
Demonstrated Leadership in cold calling and winning new clients
Successful track record of calling on C-suite and developing compelling
value propositions
Strong written and verbal communications
Demonstrated ability to analyze complex/new situations, anticipate
potential problems, assess opportunities, impacts, and risks in the
development and implementation of solutions.
Strong negotiation skills
Strong Business Development/Hunting Skills
Demonstrated Deal Progression Management
Preferred Technical and Professional Expertise
None
More Information on IBM
IBM operates in the Information Technology industry. The company is located in
Armonk, NY, Southbury, CT, New York, NY, Philadelphia, PA, Washington, DC,
Durham, NC, Tampa, FL, Smyrna, GA, Huntsville, AL, Chicago, IL, Dallas, TX and
San Francisco, CA. It has 533854 total employees. It offers perks and benefits
such as Flexible Spending Account (FSA), Disability Insurance, Dental
Benefits, Vision Benefits, Health Insurance Benefits and Life Insurance. To
see all 294 open jobs at IBM, click here.
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