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IBM Senior Expert Labs Service Seller in Austin, Texas

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

As we tackle the world’s biggest challenges, IBM continues to grow, and we’re looking for talented Sales Leaders 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 Cloud Expert Labs is hiring a Services Sales Seller who is passionate about helping clients, driving outcomes, and meeting sales targets. In addition to building strong client relationships, you will be responsible for sales signings (TCV/ACV), sales 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 services that meet their needs.

Key Responsibilities:

  • Achieve services signings, revenue and GP targets quarterly and annually.

  • Create, manage and prospect sales pipeline to achieve assigned territory quota

  • Accurately forecast your sales pipeline on weekly, monthly and quarterly basis

  • Generate new signings by building client relationships, teaming with software and BP sellers to attach services to software deals

  • 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 post-signature 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.

Key Skills:

  • Achievement of sales quotas

  • Strong customer relationships

  • Project Delivery Experience

  • Ability to architect complex solutions using multiple offerings and technologies to delivery desire customer outcomes

  • Closing skills

  • Territory management

  • Forecast management

  • Prospecting skills

  • Negotiation

  • Self-confidence

  • Cloud and Container Product Knowledge

  • Presentation skills

  • Client relationships

Required Technical and Professional Expertise

  • 10-15 year of B2B IT sales experience

  • Exemplary track record of achieving sales targets

  • Self-motivated starter with the ability to provide mentorship to others

  • Client Relationship Skills

  • Ability to work in a high pace, cross functional team

Preferred Technical and Professional Expertise

  • Knowledge of Cloud-based software technologies, including OpenShift and IBM Cloud products such as IBM Cloud Paks portfolio

About Business Unit

IBM’s Cloud and Cognitive software business is committed to bringing the power of IBM’s Cloud and Watson/AI technologies to life for our clients and ecosystem partners around the world. IBM provides you with the most comprehensive and consistent approach to development, security and operations across hybrid environments—with complete software solutions for business and IT operations, development, data science, security, and management. Our experts and software capabilities help organizations develop applications once and deploy them anywhere, integrate security across the breadth of their IT estate, and automate operations with management visibility. With IBM, you also have access to new skills and methods, governance and management approaches, and a deep ecosystem of industry experts and partners.

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

For additional information about location requirements, please discuss with the recruiter following submission of your application.

IBM intends this job to be performed entirely outside of Colorado.

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, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

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