Introduction
IBM Technology Expert Labs is hiring a Services Sales Seller who is passionate about helping clients, driving outcomes, and meeting sales targets.
In addition to building strong client rlationships,
You will be responsible for sales signings (annual contract value (ACV)), revenue, and signing deals that support our gross profit targets.
You are a competitive, consultative seller who loves to solve problems and win deals. You listen to understand client needs and desired outcomes-and you sell the solution to achieve that outcome.
You sell solutions via a consultative approach-e.g. you sell the outcome to the client proposing services that meet their needs.
Your role and responsibilities
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IBM Technology is hiring a Services Sales Seller who is passionate about helping clients, driving outcomes, and meeting sales targets.
Key Responsibilities:
• Achieve services signings, and revenue targets quarterly and annually as per your quota• Support achievement of GP and other delivery targets. • Create, manage and prospect sales pipeline to achieve assigned territory quota• Accurately forecast your sales pipeline on weekly, monthly and quarterly basis• Generate new signings by building client relationships, teaming with software and BP sellers to attach services to software deals • Scope, validate and win services deals, leverage team of enterprise architects, technical principals, proposal leaders, and delivery consultants • Prepare and present services configurations and pricing for the solution, negotiate the terms, conditions and pricing. Know and systematically manage the steps to closure.• Lead post-signature activities for contract integration, change management, governance activities, up sells and renegotiations. • Once the deal is signed, work closely with the service delivery manager to transition to perform by ensuring the scope and expectations are understood, ensuring project success.• Following closure, you will be responsible for maintaining the customer relationship to upsell future services to generate new pipeline.
Required education
Bachelor's Degree
Preferred education
Master's Degree
Required technical and professional expertise
- At least 7 year of Enterprise sales experience
- Solid record of achieving sales targets• Client Relationship Skills
- Ability to work in a high pace, cross functional team
- Understand global sales processes and Sub-K included projects
Preferred technical and professional experience
- Deeper knowledge of software (automation, data or AI) or systems, or IBM software and systems technologies, including OpenShift.
- IBM GTS/GBS/TLS experiences
ABOUT BUSINESS UNIT
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
YOUR LIFE @ IBM
In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.
Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.
Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.
Are you ready to be an IBMer?
ABOUT IBM
IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.
Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.
At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
OTHER RELEVANT JOB DETAILS
For additional information about location requirements, please discuss with the recruiter following submission of your application.