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Senior Sales Lead - Managed Services & Hybrid Cloud

Company: IBM
Location: Tulsa
Posted on: January 17, 2020

Job Description:

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. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your Role and Responsibilities
The IBM Managed Services & Hybrid Cloud Line Representative (SLR) assumes both new business (new client acquisition) and account ownership responsibilities for existing Managed Services & Hybrid Cloud clients. We are looking for a sales professional that understands how to cultivate new business and how to manage a territory to win net new Managed Services & Hybrid Cloud clients in IBM's Enterprise and Commercial customer space while being adept at maintaining high levels of client satisfaction with existing customers.

The SLR must be able to manage existing, large, complex clients and expand the Managed Services & Hybrid Cloud business volumes with those clients as well. To be successful in this role, you must demonstrate technical skills in Managed Services and Hybrid Cloud Services as well as working knowledge of other IBM services offerings. A thorough understanding of IT infrastructure technologies and solutions is a must. You must also understand the competitive landscape and be able to develop appropriate sales strategies to win.

As the IBM Managed Services & Hybrid Cloud Line Representative, you will be expected to convey subject matter expertise and credibility in working with customers and internal IBM Opportunity Identifiers and extended IBM team members. You will need to apply sales skills as an Opportunity Owner to engage and close opportunities with key decision makers and ensure smooth transitions from the sales phase to the delivery phase (i.e. hand-off from sales team to implementation team). You will also maintain the client relationship during the life of the contract. Able to maintain in-depth knowledge of competition's offerings and strategies. Can effectively differentiate IBM offerings from competitive alternatives and create customer preference for IBM.

Responsibilities :
IS Solution Sales : The Service Line Representative will manage infrastructure solution sales for Managed Services & Hybrid Cloud and work with a team of sales representatives to meet/exceed key business measurements and reporting requirements. Quota : Is assigned and responsible for meeting and/or exceeding a discrete revenue, signings and profit sales target assigned by management. Customer Strategies : Understands the client's strategic business objectives and business processes/metrics, including their organization, financial decision-making process and business challenges. Opportunity Progression : Responsible for opportunity progression for a specific portfolio of offerings Client Relationship : Responsible for client relationship in the selected accounts Purchasing Process : Understanding of customer purchasing processes in the territory they are covering Account Planning and Coordination : Regularly attends and contributes during team meetings on topics such as planning, execution, etc Internal Coordination : Experience in navigating internal processes to secure appropriate approvals on customer engagements Opportunity Ownership : Personally responsible for progressing opportunities and/or discrete elements of a specific customer opportunity and recording relevant activity in the sales management systems. Technical Solutioning : Proactively engage technical solutioning team to develop commercially attractive and technically robust solutions for customer engagements Business Partners and OEM Manufacturers : Proactively engage business partners and OEM manufacturers to provide integrated, complete, and commercially competitive solutions to clients Work with Account Representatives : Work closely with account (non-brand) sales representatives and services sales representatives to assess the validity of an opportunity and evaluate IBMs ability to deliver a competitive commercial solution that is aligned with both IBMs and the customer's strategic objectives. Coordinating Team Resources : Should understand and navigate IBM to identify, acquire and coordinate the team of resources required to address client needs Non Technical Acumen : Thorough, non-technical understanding of the solutions within the seller's service line portfolio; thorough business acumen and nuanced understanding of how the solutions can be applied to contribute to client success Technical Acumen : Engage in regular calls with Service Line leaders to discuss sales opportunities, understand market responsiveness to IBMs technical solutions, and learn about IBM solutions.

Required Technical and Professional Expertise
At least 6 - 7 years working experience in Professional IT services on a client management capacity with a track record of success of sales target achievement Able to develop and maintain comprehensive technical sales knowledge in Managed Services & Hybrid Cloud offerings, along with financial and selling skills. Able to maintain an in-depth knowledge of the Managed Services & Hybrid Cloud sales processes, techniques, and tools. Effectively communicate and negotiate with multiple levels of customer management, resulting in successful closing of the sale. Demonstrated achievement in selling (Managed Services & Hybrid Cloud) technical solutions Navigating business partner relationships Engaging OEM manufacturing vendors Pakistan market experience

Preferred Technical and Professional Expertise
N/A

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 a 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.

PandoLogic.Category: Sales, Keywords: Sales Manager

Keywords: IBM, Tulsa , Senior Sales Lead - Managed Services & Hybrid Cloud, Sales , Tulsa, Oklahoma

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