Services Sales Specialist

Introduction
At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. To lead in this new era of technology and solve some of the world's most challenging problems.

Your Role and Responsibilities

Position Summary and Responsibilities:

Executes sales leadership and exhibits proficiency in identifying, qualifying and/or closing large/complex business and IT solution opportunities, as well as mid-market opportunities to General Business clients. These opportunities lead with high value services such as Global Consulting Service offerings or consultative Global Technology Services (GTS) services, aggregate the sale of all IBM offerings (including all hardware, software and services) around those opportunities.. Demonstrates thorough organizational, business and professional skills and has primary responsibility for the success of bringing the appropriate solution to closure. Takes direction from the appropriate IBM leaders, as designated in the detailed description, and drives IBM's efforts to become the premier solutions provider. Assumes additional responsibilities as assigned.

The Solution Representative job role is part of the Solution Sales Career path. For more information to help you make informed decisions about your career and show you how to turn decisions and actions, please refer to the Career Guide for Solution Sales.

Focus Areas
Drives the opportunity to order (O2O) process for Global Consulting Services and other Global Business Services (GBS) services including opportunities that may involve ISV and Industry offerings, and other IBM brand teams to aggregate the sale of IBM's portfolio around the opportunity.

Utilizes knowledge, understanding and experience to address client's business issues (which may include client, industry or technology related pressures) with solutions that improve the client's return on investment (ROI).

Facilitates efforts in a collaborative fashion with client teams and partners who are involved with the client and or the sale. Works with and/or takes direction from the appropriate IBM leader, depending on the role as outlined in the detailed description.

Drives the sale with the key decision leader/client.

Develops and maintains business relationships with partner executives and personnel.

Skills Environment:
Leads the sales process with thorough sales, organizational, business and professional skills.

Demonstrates thorough business knowledge to understand the business issues that drive clients to implement the IBM business solution.

Demonstrates thorough knowledge and understanding of the selected business solution, the IBM capabilities that surround this solution and how it can bring value to our client's business issues.

Demonstrates and maintains strong relationships with the IBM Partners, executive and sales personnel.

Advises other professionals within the discipline, leveraging previous client experience and knowledge.

Demonstrates leadership and works effectively within a matrix environment.

Communication/Negotiation:

Typically provides input to the business solution owners on how to continue to improve and enhance the business solutions.

Demonstrates teamwork when working with IBM and client management in developing and selling solutions.

As required, participates in negotiations with client management for the acquisition of leading edge total solutions.

Reports sales activities as part of the Signature Sales Leadership (SSL) sales management system and identifies new trends on a regular basis.

Uses IBM's Client Value Method (CVM) through the sales and delivery stages to ensure value to the client.

Problem Solving:

Articulates solutions to meet client business requirements. This requires working with all appropriate IBM resources, IBM Business Partner resources and/or outside vendors.

Maintains and applies thorough understanding of the solution design and delivery processes in the assigned Integrated Market Team (IMT)/Growth Market Team (GMT).

Analyzes situations and proposes solutions, or develops new approaches or procedures.

May represent issues and requirements to appropriate management throughout IBM.

Contribution/Leadership:
Is assigned to clients/opportunities that may be visible or competitive.

Has thorough understanding of IBM business strategies and offerings and can articulate the value in context of their client's business needs.

Leads teams and/or work efforts as needed.

Demonstrates sales leadership to account team and other sales team members.

Supports new sales team members in getting assimilated into the business unit.

Impact on Business/Scope:

Is accountable for sales results for the selected solution with the target market areas and/or accounts.

Contributes to the development of client sales strategies, geography-wide for the selected solution.

Is responsible for quality output and value add for offerings.

Adheres to the IBM's risk management guidelines.

Identifies the best solution to resolve client's business issues and shares leads.

Ensures sales pipeline and opportunity management (OM) systems are updated.
Manages to the a high level of client satisfaction.

Required Professional and Technical Expertise
-Solid Sales experiences with Track record

Preferred Professional and Technical Expertise
-Cloud/Hybrid Cloud experiences

About Business Unit
At Global Technology Services (GTS), we help our clients envision the future by offering end-to-end IT and technology support services, supported by an unmatched global delivery network.  It's this unique blend of bold new ideas and client-first thinking. If you can restlessly reinvent yourself and solve problems in new ways, work on both technology and business projects, and ask, "What else is possible?" GTS is the place for you!

Your Life @ IBM
What matters to you when you're looking for your next career challenge?

Maybe you want to get involved in work that really changes the world. What about somewhere with incredible and diverse career and development opportunities - where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust - where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

Impact. Inclusion. Infinite Experiences. Do your best work ever.

About IBM
IBM's greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.

Location Statement
For additional information about location requirements, please discuss with the recruiter following submission of your application.

Being You @ IBM
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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