[GTS] Seller(차/부장급) for IBM Cloud Managed Application Services

Job Description
IBM Cloud Managed Application Services (CMAS) is a division under IBM Services responsible for Managed Cloud deployment of Enterprise applications. IBM Enterprise Application Sales will work directly with IBM's industry and enterprise sellers throughout the sales process. You will be responsible for identifying, and positioning IBM CMAS as the Cloud Solution of choice for customers with Enterprise applications.
A successful Enterprise Applications Sales maintains account relationships and engages in a consultative sales process by understanding customer needs, and matching those needs with the appropriate IBM CMAS solutions to grow account revenue.

Key words
- Cloud technical sales experience
- Public cloud knowledge
- Cloud consulting experience
- Prefer Expertise in enterprise application(SAP, Oracle)

Responsibilities Include
• Establish and grow relationships with key decision-makers, and influencers within customer base
• Maintain consistent communications with existing customers regularly in order to ensure customer satisfaction, and primarily in a manner preferred by the customer.
o It is required to meet with contacts in person in addition to correspondence via telephone, email, internal tickets, and/or online chat.
• Deliver the IBM Cloud strategy presentation to Clients.
• Successfully position the benefits of IBM CMAS as platform of choice for customers.
• Engage customer base in dialogues related to infrastructure growth, including their planned and potential needs.
• Coordinate efforts between various IBM teams in a collaborative manner to help achieve an optimal customer experience
• Collaborate with the sales team and solution engineers to design customer-tailored solutions.
• Participate in sales meetings and training sessions
• Gather and provide information to both customer contacts as well other sales team members.
o Help increase awareness of new and existing products and services.
• Illustrate how the application of additional CMAS products / services can be strategically utilized and implemented to meet their current and future requirements
• Participate in the development of new service ideas and sales strategies as needed
• Provide documentation for options/ strategies that are adopted into the customer's solution vs. those that are not
o Include further documentation for the reasons why that lead to their decision.
• Prepare sales quotes, negotiate offers, and process sales orders
• Assist sales support teams with ensuring successful deployment and utilization of infrastructure
• Ensure resolution on any/all outstanding issues and opportunities - see to the end
• Identify structural risks in existing customer infrastructure, mitigating potential issues with product and services-based solutions
• Monitor for any and all tickets on the account and escalate appropriately.
• Provide immediate follow-up with customer after any difficult issues arise, ensuring customer satisfaction with outcome
• Coordinate internal SL resources as needed for more in depth explanation or assistance from varying departments.
• Provide information to other IBM resources associated with the account when requested.
• Prevent negative customer churn and cancellation with proactive engagement in support and billing-related issues

Required Technical and Professional Expertise

Sales:
• Expertise in Enterprise Applications sales (SAP, Oracle).
• Sales Experience in Cloud Sales around Infrastructure for SAP or Oracle.
• Excellent track record of Infrastructure for Enterprise application sales.
• Skilled in customer account management.
• Sales acumen; skilled working in fast-paced selling environments with direct customer interaction and a range of customer types
• Strong presentation and pitch skills
• Sales tenacity and creativity when presented with difficult challenges
• Strong company and contact research skills
• Excellent follow-up and follow through skills
• Technical, with the ability to rapidly learn and understand new technologies
• Solid understanding of cloud and the business objectives for IT outsourcing

Technical:
• Technical, with the ability to rapidly learn and understand new technologies
• 2 years of experience in pre-sales around Cloud and Enterprise Applications..

Preferred Tech and Prof Experience

- IBM Offerings:
A knowledge of core IBM offerings, specifically those that are Cloud related, is expected. Expert knowledge is not required, but should be at least at the 'conversational awareness' level, for offerings such as:
Cloud Managed Services (CMS) & Bluemix (SL) - Demonstrated knowledge of functionality, SAP/Oracle offerings,
Cloud Marketplace, Security Basics (what's generally available in Bluemix & CMS off the shelf), Resiliency Basics (what's generally available in Bluemix & CMS off the shelf), Private Cloud - knowledge of relevant software, Software-as-a-Service (SaaS) etc,
IBM Cloud Private, VCS, SmartCloud Orchestrator, Z-Cloud (basics) Formal Offerings, Cloud Inc. Cloud Advisory Services Capabilities, Cloud Inc. joint Cloud Transformation Journey Offering, Return On Investment (ROI) models

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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