Your Primary Responsibilities Will Include
- Client Portfolio Management: Manage a partner and client portfolio, highlighting IBM’s technical and business value.
- Solution-Selling Skills: Utilise solution-selling skills to identify decision makers, qualify opportunities, and foster long-term partnerships.
- Sales Process Oversight: Oversee the entire sales process, from RFI/RFP responses to meeting KPIs, with a focus on new business and account expansion.
- Collaboration with IBM Sales Network: Collaborate with IBM’s sales network (including partner eco-system) to execute effective sales campaigns and drive pipeline growth.
Required Technical and Professional Expertise
- Complex Multi Product Tech Sales Success: Demonstrate a proven track record of success in complex technology sales, with a focus on acquiring new clients.
- Business Acumen: Exhibit a strong understanding of business operations and financial benefits related to technology solutions, enabling clear explanations.
- Communication and Presentation Skills: Possess strong, persuasive communication and presentation skills.
- Inside Selling / Creating value partnerships: Possess expertise in building and going to market with internal IBM, and selected technology and consulting partners that foster strong, two-way, revenue-generating collaborations.
- Consistent Target Achievement and High Performance: Maintain a track record of consistently achieving multi-million dollar targets with and through others, showcasing high performance, and challenging self and others to consistently deliver results.
Preferred Technical and Professional Expertise
- Value Demonstration: Showcase a track record of experience illustrating how technology solutions deliver tangible operational and financial value at all organisational levels (training on Technology Lifecyle Services offerings will be provided).