IOT ADM Mine the Base Leader
This is a highly specialized work, requiring a compedium of very different skills and capabilities. The job has two missions:
1. Developing and running the sales management process for ADMI in Europe. This includes the design of campaigns and programs at GEO level, including all the relevant Global Initiatives and deploying it in Europe and in each one of the Markets. The campaigns will include AMS Renewals, EA Attach, GTS Attach, Ignite, Automation, and ADMI Next Gen. The programs will include JOLT, MTB, BAG and some others. This professional will be responsible for the detailed planning (at account level) and tracking of all these activities. In his work he will work closely to the Offering Leaders and to the MArket Leaders to develop a localised vision of the value propositions and a plan at the level required (account/opportunity) to drive the generation of business to achieve our targets. In the Programs side, this professional will be the owner at EU level, reporting to the ADMI EU Leadership and the CAI EU leadership in the cross SL programs. Interpersonal skills, deep (really deep) ADMI business understanding, contact with diverse countries and cultures, sales management skills are a must.
2. Working as CSE in specific engagement, including client-facing activities. Hence, a long experience and seniority in big deals is needed, showing evidence of relevant wins in the market in ADM deals.
The value of this role for ADMI Europe is remarkable, and is necessary to:
.Improve our renewals win ratio by 5%
.Improve our GTS and EA attach success by 10%
.Improve our Next Gen AMDI Value Proposition
.Protect and expand our base.
Key metrics will be Growth in Revenue, Pipeline Generation and Signings.
Required Technical and Professional Expertise
10y Sales experience in ADMI in Europe
ADMI SME with deep understanding of the market and IBM's value proposition
5y Sales Management experience, both from the operational aspect and the seller teams management
Strong links with Global ADMI and Markets
Deep understanding of Global Delivery capabilities
Client-facing skills: Communication, Negotiation, subject matter expertise
Preferred Tech and Prof Experience
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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