Vendeur Systems Expert Labs

2 weeks ago

Ottawa, Ontario, Canada IBM Full time
**Introduction**
Alors que nous relevons les plus grands défis du monde, IBM continue de croître, et nous recherchons un chef des ventes talentueux pour se joindre à nous dans cette nouvelle ère. Faites partie d'une équipe mondiale et diversifiée de personnes qui réfléchissent et agissent - qui veulent avoir un impact, cultiver leur expertise et collaborer avec certains des meilleurs professionnels du monde des affaires et de la technologie.

IBM Technology Expert Labs compte plus de 2 500 experts en services disponibles dans le monde entier qui fournissent les compétences et l'expertise dont nos clients ont besoin pour obtenir le meilleur retour sur investissement pour les logiciels, les services de nuages et les systèmes d'IBM. Nous cherchons à embaucher un professionnel de ventes de services de nuages qui est passionné à aider les clients, à obtenir des résultats et à atteindre des objectifs de vente. En addition d'établir de solides relations avec les clients, vous serez responsable des signatures de ventes de services (ACV), des revenus et du bénéfice brut.

Vous êtes un conseiller en ventes compétitif qui aime résoudre des problèmes et conclure des ententes. Vous écoutez pour comprendre les besoins des clients et les résultats souhaités, et vous vendez la solution pour atteindre ce résultat. Vous proposez des solutions via une approche consultative, par exemple, vous vendez le résultat au client en proposant les bons services pour répondre à ses besoins.

**Votre rôle et vos responsabilités**
- Obtenir les contrats de services et atteindre les revenus et les objectifs GP trimestriels et annuels.
- Cibler les clients potentiels et créer et gérer l'entonnoir des ventes pour atteindre le quota de territoire attribué.
- Prévenir avec précision votre entonnoir des ventes sur une base hebdomadaire, mensuelle et trimestrielle.
- Générer de nouvelles signatures en établissant des relations avec les clients, en faisant équipe avec des vendeurs de logiciels et de BP pour attacher des services aux offres de logiciel.
- Élaborer, valider et remporter des contrats de services, tirer parti d'une équipe d'architectes d'entreprise, de directeurs techniques, de responsables de proposition et de consultants en livraison.
- Préparer et présenter les configurations de services et la tarification de la solution, négocier les termes, les conditions et la tarification.
- Connaître et gérer systématiquement les étapes de fermeture.
- Diriger les activités post-signature pour l'intégration des contrats, la gestion des changements, les activités de gouvernance, les taux de vente et les renégociations.
- Une fois l'entente signée, travailler en étroite collaboration avec le directeur de la prestation de services pour effectuer la transition vers l'exécution en s'assurant que la portée et les attentes sont comprises, assurant ainsi le succès du projet.
- Après la fermeture, vous serez responsable du maintien de la relation avec le client pour vendre de futurs services afin de générer un nouvel entonnoir des ventes.

Ce rôle peut être exécuté à Toronto et à Montréal.

**Expertise professionnelle et technique requise**
- Atteinte des quotas de vente
- Solides relations avec les clients
- Expérience de la réalisation de projet
- Expérience en vente de services
- Connaissance des produits de nuages et de conteneurs
- Capacité à concevoir des solutions complexes en utilisant plusieurs offres et technologies pour fournir les résultats souhaités par les clients
- Gestion des territoires
- Gestion des prévisions
- Compétences en matière d'exécution des ventes
- Avoir l'habilité d'identifier des clients potentiels
- Posséder des techniques de négociation
- Compétences de clôture
- Talents pour la présentation
- Avoir confiance en soi

**Expertise professionnelle et technique privilégié**

**A propos de l'unité commerciale**

Alimentée par les technologies cognitives, plus de 150 offres SaaS, et des aperçus en temps réel, l'équipe des marchés mondiaux offre une expertise intégrée afin d'aider nos clients à prendre de meilleures décisions et à innover tout en collaborant avec leurs clients, partenaires et fournisseurs. Rejoignez-nous afin de continuer à stimuler l'innovation avec le portefeuille le plus complet pour les entreprises de tous les secteurs d'activité.

**Votre vie chez IBM**

Dans un monde où la technologie ne s'arrête jamais, nous comprenons que, le dévouement au succès de nos clients, les innovations importantes, et la confiance et la responsabilité personnelle dans toutes nos relations, se reflètent dans ce que nous faisons en tant qu'IBMistes alors que nous nous efforçons d'être le catalyseur dans un monde qui fonctionne mieux.
Être un IBMiste signifie que vous serez en mesure d'apprendre et d'évoluer personnellement et professionnellement. Vous serez encourager à expérimenter au quotidien, tout en ayant une con

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