IBM Industry Client Representative-Comms in Phoenix, Arizona
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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.
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.
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.
Analyze complex/new situations, anticipate potential problems and future trends, assess opportunities, impacts, and risks. Develop and implement solutions.
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!
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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.
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