The International Business Machines Corporation (IBM) is an American multinational technology and consulting corporation, with headquarters in Armonk, New York, United States. IBM manufactures and markets computer hardware and software, and offers infrastructure, hosting and consulting services in
areas ranging from mainframe computers to nanotechnology.
Job Title: Software Sales Leader
Job description
The Software Sales Leader will manage and develop a team of professional sales representatives across SWG Brands. These individuals are typically responsible for the sale of IBM Software products, solutions and/or services to meet/exceed key business measurements and reporting requirements of client and Software Business. As an IBM Sales Leader the individual will lead by example; be a role model; inspire the sales team in driving a culture of sales eminence / excellence and deliver client value. Furthermore the individual will be responsible for driving the IBM business objectives and sales strategies, in meeting revenue targets through leadership and collaboration with all levels of the organization, locally and internationally, and within prescribed global policies and processes. The Software Sales Leader will be seen as the Subject Matter Expert, and therefore needs to stay abreast and research topics relating to the industries services, and be able to present on such topics at IBM Software events / conferences where necessary. A strong affinity and drive for self-development and living the core IBM values are key attributes to bringing success to the Industry team.
Required
Bachelor’s Degree
At least 3 years experience in Software presentations and public speaking
At least 3 years experience in C-Level negotiations
At least 3 years experience in Software sales and Brand Management across industry sectors
At least 3 years experience in Software Solution Sales and Management of Deal pipeline to close, Sales Management, driving teams and achieving sales targets
English: Fluent
Preferred
At least 5 years experience in Software presentations and public speaking
At least 5 years experience in C-Level negotiations
At least 5 years experience in Software sales and Brand Management across industry sectors
At least 5 years experience in Software Solution Sales and Management of Deal pipeline to close, Sales Management, driving teams and achieving sales targets
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.
Job Title: Software Client Leader
Job description
The Brand Client Representative, assigned to an integrated account, one or more aligned accounts, or GB enterprise accounts, is responsible for driving IBM brand opportunities within these largest and most complex IBM clients. The Brand Client Representative integrates IBM resources to maximize IBM brand value by managing overall brand relationships across large account and GB enterprise territories. Understands the client’s organization and culture. Develops and executes a relationship plan to address both IT and Line-of-Business organizations, leveraging other subject matter experts, executives, and thought-leaders as needed to provide value to the client. Builds relationships with senior client executives, earning a reputation as one of the client’s trusted business advisors. Demonstrates a high level of business acumen and applies a thorough understanding of the client’s business, organization, strategy and financial position. Is skilled in consultative selling, with a deep understanding of the client’s needs and IBM capabilities. Understands and navigates IBM to identify, acquire and coordinate a team of critical resources needed to address client needs; leads the cross-functional team to develop the best solution for the client. Demonstrates the highest proficiency and deep understanding in the application of IBM’s strategies and offerings for the assigned brand and promotes specific brand solutions to address the client’s business needs. The Brand Client Representative’s deep skills are in understanding brand opportunities and solutions in the client’s industry and business. Maintains a thorough understanding of the client’s industry, including industry trends, industry financial measurements and key client competitors in their industry. Identifies and prioritizes solution opportunities and provides solutions by aligning IBM’s brand strategies with the client’s most important business needs, and their industry and business strategy.The employee Influences the functional strategy.
Skills:
Environment:
Professional knowledge of function, business unit or country operations. Understand organizational resources, priorities, needs and policies.
Communication/Negotiation:
Guide other professionals. Adapt communications and approaches to conclude negotiations with various partners, resulting in common agreements.
Problem Solving:
Analyze complex/new situations, anticipate potential problems and future trends, assess opportunities, impacts, and risks. Develop and implement solutions.
Contribution/Leadership:
Leads multi-functional teams, or conducts special projects, or manages department(s) (national or international). Has vision of functional or unit mission. Influences people and organizations, including executive management, when issues are complex/difficult and require considerable diplomacy. Considerable latitude in responsibilities to define and decide on tools, processes, priorities and resources following general business unit directives. Recognized as an expert in their field. Often no precedent exists.
Impact on Business/Scope:
Accountable for projects or programs involving multi- functional, country-wide or regional teams. Responsible for overall functional program success. Activities are subject to business measurements, impact customer satisfaction, and impact functional, business unit, or country costs or expenses.
Required
Bachelor’s Degree
At least 10 years experience in sales
English: Fluent
How to Apply
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