Technology Services Seller

Job description

Introduction
As we tackle the world’s biggest challenges, IBM continues to grow, and we’re looking for talented Sales Leaders to join us in this new era. Be part of a diverse and global team of thinkers and doers - people who want to make an impact, cultivate their expertise and collaborate with some of the world’s top business and technology professionals.

Your Role and Responsibilities
IBM Technology Expert Labs is hiring a Technology Services Seller who is passionate about helping clients, driving outcomes, and meeting sales targets. In addition to building strong client relationships, you will be responsible for sales signings (MCV/ACV), sales revenue, and Gross Profit. 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.

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 a 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 service configurations and pricing for the solution, and 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, upsells 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 a new pipeline.

Required Technical and Professional Expertise

·  A successful track record of at least 3 years in technology sales, with a strong emphasis on acquiring new clients.
·  Demonstrable application of business and commercial acumen, communicated at all levels, to show the operational impact and financial value of technological solutions.
·  Excellent communication and presentation skills that are equally engaging, compelling, and influential.
·  Palpable excellence in preserving valuable relationships with key stakeholders, both externally and internally within IBM.
·  Ability to work in a high pace, cross-functional team

Preferred Technical and Professional Expertise
Knowledge of IBM software and systems technologies, including OpenShift and IBM Cloud products such as IBM Cloud Paks portfolio.