Sales Specialist (Multi Vendor Services)
Sales Specialist professionals are responsible for selling IBM Multi-Vendor Services (MVS) Maintenance offerings directly to customers.
The MVS Sales Specialist to create TSS Multi-Vendor Services (MVS) opportunities. He/she is an expert in Maintenance offerings and responsible for the development and close TSS MVS solutions in country. He/She to lead and responsible for the MVS sales strategy, gathering requirements and provide end to end coverage to close MVS Deals in country. In addition to achieving personal business objectives, MVS Sales Specialist assures that sales of MVS offerings meets assigned objectives in the country.
Assumes additional responsibilities as assigned.
Develop and maintain comprehensive/expert technical sales knowledge of MVS offerings, along with with financial and selling skills in engaging and closing sales opportunities, that can be applied to opportunities across the business unit. Demonstrates required proficiency levels for technical and sales skills, as defined for incumbents in this position.
Maintains in-depth knowledge of the management and/or sales processes, techniques, and tools associated with the specialty offerings, and guides others in their use. Identifies and implements improvements to them. Examples of these techniques and tools include, but are not limited to, opportunity / territory management, cost justification, acquisition management, service business management and channel management processes.
Maintains in-depth knowledge of competition's offerings, strategies, and plans. Effectively differentiates IBM offerings from competitive alternatives and creates customer preference for IBM offerings, based on that differentiation.
Teamwork at highest levels. Leads large, complex engagement teams responsible for the development of deliverables, such as client proposal and presentations. Drives and manages an effective partnership with the clients through contact with executive management and individuals that influence the customer's executive team.
Leads negotiations with the highest levels of customer management, resulting in successful closing of the sales.
Applies creativity and judgment in developmental work on complex TSS MVS opportunities or other TSS MVS projects within the business environment. Directs resource team to ensure appropriate quantity and quality of technical/services resources are deployed. May lead more than one MVS opportunity concurrently. Accountable for business unit sales and specific personal objectives, including contract signings, profit, expense, and customer satisfaction. Develops the strategies and tactics that will win the business, including teaming arrangement, alliances, subcontractors, competitive strategies, tactics and responses. Has overall responsibility for the final proposal to the client.
Required Technical and Professional Expertise
Knowledge of MVS offering areas including:
- Networking (Cisco, Juniper, Riverbed & Checkpoint).
- TPM and competitive landscape
- Solution selling to the C-level
- Financial analysis, TCO & ROI methods.
- MTSS Service elements (can be trained)
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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