Multi-Vendor Services-New Business Representative (Southwest)

Job description

Multi-Vendor Services New Business Representatives are responsible for selling IBM Technology Support Services Multi-Vendor Services offerings directly to customers. They will be focused on winning MVS business at new clients and their territory will include hundreds of clients in the Financial, Industrial and Communication industry sector. By definition of the role, the sales position is a hunting role. Maintain in-depth skills in the specialty offerings and are assigned to geographic territories where they possess the sales and technical expertise required to conduct all phases of the sales cycle. They are responsible for closing the sale and winning the customer's satisfaction with the engagement and the offerings. The primary responsibility will be to sign net new business for MVS TSS deals. The employee Influences the functional strategy.

Skills:

Environment:
Professional knowledge of function, business unit or country operations. Understand organizational resources, priorities, needs and policies. Must understand the MVS offerings, along with a proven ability to hunt net new business and a strong deal close ratio to pipeline. Technical understanding of the MVS OEM equipment especially EOL, EOSL equipment is a must.

Communication/Negotiation:
Guide other professionals. Adapt communications and approaches to conclude negotiations with various partners and clients resulting in common agreements. Business Development skills a plus as responsibilities will require creating new opportunities.

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 sales/solution teams. 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. Primary measurement will be on net new MVS signings for TSS on a quarterly and 1H basis.

Auto req ID

311063BR
Required Education

Bachelor's Degree
Role ( Job Role )

General Other Solution Sales
State / Province

TEXAS
Primary job category

Sales
Company

(0147) International Business Machines Corporation
Contract type

Regular
Employment Type

Full-Time
Is this role a commissionable/sales incentive based position?

Yes
Travel Required

Up to 50% or 3 days a week (home on weekends - based on project requirements)
IBM Business Group

GTS
Preferred Education

Bachelor's Degree
City / Township / Village

DALLAS
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.
Required Technical and Professional Expertise

-Bachelors Degree
-Proficient in Microsoft office applications (Power Point, Word, Excel)
-Experienced in selling Maintenance/Technical Support solutions TPM (Third Party Maintenance) background preferred
-Knowledge of Financial, Communications and Industry Sectors
-Demonstrated Leadership in cold calling and winning new clients
-Successful track record of calling on C-suite and developing compelling value propositions
-Strong written and verbal communications
-Demonstrated ability to analyze complex/new situations, anticipate potential problems, assess opportunities, impacts, and risks in -the development and implementation of solutions.
-Strong Negotiation Skills
- Strong Business Development / Hunting skills
-Demonstrated Deal Progression Management
-Located in Dallas/FW area

Country/Region

United States
Preferred Technical and Professional Experience

N/A
Secondary Job Category

Solution Sales
Position Type

Professional
Early Professional Track

Not Applicable - Professional Hire
Location Statement

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

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