IBM is seeking a Services Client Representative (SCR). In this role, you will operate as the lead deal maker and closer on complex IT services opportunities that range in value from $1M to $50M. You will organize subject matter experts and sales leads in the areas of infrastructure management services under traditional outsourcing, hosting and Cloud (public, private, and hybrid) operating models to close the complex transactions. You will lead client negotiations, propose solutions to CxOs, and Evaluation Committees, acting as the single point of client contact for all deal-progression activities. Required senior client executives includes the CEO, CFO, CIO, Board of Directors and evaluation committees. You will be required to have an in-depth understanding of the client's business, goals, strategies, industry trends & direction. You will lead multi-disciplined teams in integrating products and services required to meet the business needs. These deals are intended to increase IBM's services revenue within the account and may include some or all of the following sample of solutions:
LOCATION: East Coast
Cloud – SoftLayer, Storage, zOS Cloud, PaaS solutions including SAP as a Service, cloudMatrix/Hybrid IT
Systems – IT as a Service, managed services for servers, mainframe, storage, leveraging analytics and robotics.
Security – Security as a Service, threat management, ID management, malware defense management
Network – Network as a Service, telecom expense management, optimization studies, Software Defined Networking, OEM hardware and software procurement, Voice and Data.
Resiliency – Disaster Recovery as a Service, DR strategy and consulting, high availability environments, cloud managed backup
Data Center – Strategy, design, implementation, optimization, services to support data centers
Mobility – Workstation as a Service, Mobile Expense Management, Mac@Work, Service Desk, End User Services
Additional responsibilities will include:
Leading customer presentations while describing IBM's point of view, solution and proposal through a value-driven sales approach
Responsible for demonstrating the value of out-tasking, and leveraging off-shore labor models
Collaborates with, and acts as a liaison between our customers, sales, pre-sales solution development and delivery teams during the end-to-end engagement and sales process
Developing the financial solution for an engagement based on client requirements, developing business cases, CBAs, and executing a CFO-targeted financial sale
Leading multi-disciplinary teams in developing complex solutions for specific client opportunities and in developing client deliverables such as a request for information (RFI), request for proposal response (RFP), statements of work (SOWs), and client proposals/ presentations
May be asked to conduct formal enablement sessions in the areas of Infrastructure Management Services (both Traditional and Cloud) to various stakeholders, IBM internal Opportunity Owner and Opportunity Identifying communities, business partners and customers
To be successful in this role, you should have the ability to manage multiple accounts concurrently and develop pursuit strategies and support new business opportunities, which include defining/qualifying sales opportunities, determining engagement scope and cost projections, and formulating potential solutions based on client requirements. A solid technical, and conceptual/operational background in client end user workplace/mobility solutions, infrastructure, messaging platforms/technologies, ITIL service management, service quality management, continuous improvement, and global sourcing concepts is beneficial.
You must demonstrate the use of strong leadership and consultative sales techniques to develop and broaden sales opportunities and compelling value propositions. We are seeking a candidate that is able to lead large deal teams as the single overall sales leader and opportunity owner of a given sales pursuit. Ideally, you will also have prior experience in the public, industrial, financial services, distribution, and/or communications sector.
Required Technical and Professional Expertise
At least 5 years’ experience in IT Services Solution Selling, or Consulting to IT executives; e.g.: CTOs, CIOs, VP of Infra, Data Center Directors
Readiness to travel up to 50% annually
Preferred Tech and Prof Experience
At least 4 years’ experience in 1 of the following sectors: public, industrial, financial services, distribution, and/or communications sector.
At least 4 years’ experience in Technical Solution Development
At least 5 years’ experience in Leveraging Partners/Solution Providers
At least 5 years’ experience in public sector Selling
At least 5 years’ experience in Business Case and Proposal Development
At least 7 years’ experience in Face-to-face Opportunity Identification
At least 7 years’ experience in Selling to Data Center Executives
At least 7 years’ experience in Technical Solution Development
At least 5 years’ experience in Selling Infrastructure Support Services / Managed Services
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.