IBM Solution Sales - Systems and Managed Services in United Arab Emirates

Job Description

The Services Line Representative (SLR) is responsible for developing solutions that address their client's business needs and delivering client value while supporting IBM business strategies. The SLR is responsible for driving GTS Infrastructure Services signings and "as a Service" revenue across the assigned territory for a particular service line (Systems, Resiliency, Networking, Mobility, or Security).”

Responsibilities :

  • IS Solution Sales : The Service Line Representative will manage infrastructure solution sales 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 and signings 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

  • 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

  • Masters or University Degree in any technology or business field such as Engineering, Computer Science, Mathematics, Economics, Business Management, or other similar field

  • Minimum of 5 years experience in Professional IT services on a client management capacity

  • Demonstrated achievement in sales roles

  • Superior client communications (written/oral/presentations) and customer relationship management

  • Demonstrated achievement in selling (insert Service Line) technical solutions

Preferred Tech and Prof Experience

  • Multinational corporate experience

  • Navigating business partner relationships

  • Engaging OEM manufacturing vendors

EO Statement

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.