Job description
ITS Client Representative General Business: The successful candidate must be able to (1) Demonstrate extensive experience in selling and closing, large, complex, cross brand transformational solutions, driving end-to-end solutions which cross individual SPL boundaries, (2) Develop and articulate compelling value propositions for our services with our clients, (3) Engage directly with IT and C-level executives to understand their key challenges and initiatives and be able to map the right IBM solutions to their business requirements (4) Develop and execute tactical and strategic comprehensive sales strategies that leverage existing client relationships, drive win plans that capitalize on or create strategic compelling events and highlight IBM’s real differentiation to ultimately win the deal , (5) Lead cross discipline teams towards a common vision while operating effectively in a cross organizational high matrixed environment. (6) Engage with the delivery team during the solution design phase in order to develop a technically viable solution, as well as utilize key delivery resources during the sell cycle to showcase IBM’s expertise and build client credibility for our solutions (7) Consistently deliver on assigned Signings, Revenue and Profit objectives (8) Sell value by focusing the client on value creation versus low cost. (9) Conduct detailed account planning with S & D on focus accounts leveraging ITO ICAP and Tools. Work With S&D on Opportunity Identification and validation of opportunities.
Required
At least 5 years experience in successful sales achievement on leveraged sales plan
At least 3 years experience in selling complex cross brand deals
At least 3 years experience in selling IT infrastructure services
Readiness to travel 50% travel annually
English: Fluent
Preferred
Master’s Degree
At least 5 years experience in selling IT infrastructure services
At least 2 years experience in people management
At least 5 years experience in leveraging partners/solution providers
At least 5 years experience in business case and proposal development
At least 5 years experience in selling to Senior and End User Executives
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