Systems Expert Labs Seller

1 week ago

Markham, Ontario, Canada IBM Full time

Introduction

As we tackle the world's biggest challenges, IBM continues to grow, and we're looking for talented Sales Leader 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.


IBM Technology Expert Labs has 2,500+ services experts available globally that provide the specialized skills and expertise our clients need to achieve the highest return on their investment for IBM Software, Cloud and Systems.

We are looking to hire a Cloud Services Sales Professional that is passionate about helping clients, driving outcomes, and meeting sales targets.

In addition to building strong client relationships, you will be responsible for services sales signings (ACV), 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 the right services to meet their needs.


Your Role and Responsibilities

  • Achieve services signings, revenue, and GP targets quarterly and annually.
  • Create, manage, and prospect sales pipeline to achieve assigned territory quota.
  • Identifies and establishes ongoing relationships with the IBM Technology team that generate an increase in IBM Systems Lab Services revenue in the Canadian and Caribbean market.
  • Includes acceleration of facetoface selling and selling through and/or with Ecosystem Partners with Cross-Brandresponsibility (Services for Power Systems, zSystems, IBM Storage), focusing on key roadmap opportunities.
  • Accurately forecast your sales pipeline on a weekly, monthly, and quarterly basis.
  • Scope, validate and win services deals, leverage team of enterprise architects, technical principals, proposal leaders, and delivery consultants.
  • Prepare and present services configurations and pricing for the solution, negotiate the terms, conditions, and pricing.
  • Know and systematically manage the steps to closure.
  • Lead postsignature activities for contract integration, change management, governance activities, up sells 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 new pipeline.
This role can be performed in Toronto and Montreal.

Required Technical and Professional Expertise

  • Achievement of sales quotas
  • Strong customer relationships
  • Project delivery experience
  • Services Sales experience
  • Cloud and container product knowledge
  • Ability to architect complex solutions using multiple offerings and technologies to delivery desire customer outcomes
  • Territory management
  • Forecast management
  • Sales execution skills
  • Prospecting skills
  • Negotiation skills
  • Closing skills
  • Presentation skills
  • Selfconfidence

Preferred Technical and Professional Expertise

About Business Unit
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue.

The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally.

These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation.

By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities.

Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply.

IBM is also expanding its reach to new and existing clients through digital marketplaces.


In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open t

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