Your role and responsibilities
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 the right services to meet their needs.Key Responsibilities:
- Achieve services signings and revenue targets quarterly and annually.
- Create, manage and prospect sales pipeline to achieve assigned territory quota, including territory plans to achieve full year targets.
- Accurately forecast your sales pipeline on a weekly, monthly and quarterly basis.
- Generate new signings by building client relationships and teaming with IBM Technology software, hardware and cloud sellers, as well as BP sellers, to attach services to our product deals.
- Team up with IBM technology sales supporting units like presales, CSMs, Client Engineering etc. to secure billable deployment on selected IBM solutions.
- Manage relationships and work closely together with IBM Consulting and our Ecosystem / Business Partners where appropriate to ensure desired client outcomes.
- 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.
- 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.
- Lead post-signature activities for contract integration, change management, governance activities, up sells and renegotiations.
Key Skills:
- Achievement of sales quotas.
- Strong customer and partner relationships.
- Strong IBM teaming skills cross units.
- Services Sales experience.
- Curious and creative, take initiative, ownership and being accountable.
- Project management and delivery knowledge.
- IBM product knowledge.
- Facilitate and architect complex solutions using multiple offerings and technologies to delivery desire customer outcomes.
- Territory management.
- Forecast management.
- Sales execution skills.
- Prospecting skills.
- Negotiation skills.
- Closing skills.
- Presentation skills.
- Self-confidence.
Required education
Preferred education
Master's Degree
Required technical and professional expertise
- 3-5 year of enterprise sales experience
- Solid record of achieving sales targets
- Client relationship skills
- Ability to work in a fast-pace, cross functional team
Preferred technical and professional experience
