Business Sales & Delivery Executive

Job Description
Employees in this role have the experience and knowledge to support both the sales of new business opportunities and the delivery of services to clients. They must understand large and complex services engagements in their area of expertise, including the appropriate methods and skills needed to solve business problems in the client's industry. They establish strong, trusted relationships with clients through their ability to articulate solutions, and other areas of IBM used in the delivery of complex services. They identify new business opportunities, creatively participate in the development and sales of solutions, and assist IBM in winning the business. When not participating in sales activities such as new business development or bid and proposal activity, they support and lead billable client activities within their area of practice and participate in related Sector, Solution, or Community activities. They are accountable for the financial success of engagements directly managed, as well as the generation of services revenue with the sales of new business.

  • Identify, validate and drive new GBS opportunities in Communications Sector
  • Drive an aggressive annual revenue and signings target while accurately forecasting revenue and effectively managing a sales funnel and overall results
  • Perform extensive prospecting within a set of accounts in Indonesia
  • Lead/own the service sales deals for selected opportunities through full lifecycle
  • Provide client coverage and coordinate face-to-face and program coverage
  • Work with subject matter experts to develop solutions for qualified clients
  • Lead/support account management activities
  • Participate and support in delivery activities to maintain account and client continuity
  • Be accountable for total customer satisfaction, market share, GBS profit and revenue within the client base, and act as the GBS interface with focus accounts
  • Be accountable for the success of selling GBS engagements involving multi-functional teams, leading and/or participating in several opportunities at the same time
  • Maintain a positive, keen attitude and a competitive drive

Required Technical and Professional Expertise

• Demonstrable complex strategic selling skills preferred
• A track record of achieving/exceeding sales targets
• Proven success in prospecting and managing a territory and/or growing presence within accounts
• Experience selling services to telco clients specially in CAMSS
• Experience and demonstrable relationships with corporate-level executives
• Experience managing rapid, highly flexible small pursuits as well as large scale, complex proposals
• Written English with experience writing customer proposals
• Proven presentation skills

Preferred Tech and Prof Experience


EO Statement
IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

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