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IBM Industry Client Representative-Comms in Phoenix, Arizona

Introduction

At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your Role and Responsibilities

Comms sector is seeking an ICR for their Multi-Vendor Services and existing Logo maintenance business. New Business Representatives are responsible for selling IBM Technology Support Services Multi-Vendor Services offerings directly to customers and renewing or winning back IBM Logo maintenance. They will be focused on winning MVS business at new clients and their territory will include specific clients in the Communication industry sector. Maintain in-depth skills in the specialty offerings which include maintenance services on Mulitivendor (MVS) services, IBM branded products and S/W maintenance for Open Source (OSS), Oracle and Microsoft The ICR will be assigned to specific North America or Global Accounts within the Comms sector 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 while maintaining the leakage of IBM logo maintenance. 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, IBM Logo premier services and maintenance strategies 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 and/or possibly global regional teams. Responsible for overall functional program success of the Comms accounts assigned. 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 and Revenue for IBM Logo and MVS will be the secondary measurement.

Required Technical and Professional Expertise

-Proficient in Microsoft office applications (Power Point, Word, Excel)

-Experienced in selling Maintenance/Technical Support solutions TPM (Third Party Maintenance) background preferred

-Knowledge of Communications 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

Preferred Technical and Professional Expertise

Location preference: East Coast

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!

Your Life @ IBM

What matters to you when you’re looking for your next career challenge?

Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

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

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.

Location Statement

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

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.

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