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IBM Large Deals Sales Consultant - Dist & Comms DACH (m/w/x) in Berlin, Germany

Introduction

As a Business Sales & Delivery Executive, you will support IBM's consistent growth by bringing to the table your business development, sales, account management, and delivery skills. Picture yourself working with a highly motivated, highly successful team with a proven sales record in IBM's top technologies. If you're ready to bring insights and experience in areas such as IoT, Blockchain and digital transformation, we are ready to offer you a best in class career development.

Your Role and Responsibilities

Key Objectives

  • The Strategic Sales organization is responsible for successfully selling and negotiating one-of-a-kind complex business relationships for IBM Global Business Services with our leading clients.

  • The team leads sales engagements, selling transformational solutions to complex business and IT requirements. It manages the customer relationships, participates in complex solutioning, establishes beneficial pricing that is highly competitive and differentiated and defines the overall sales strategy with a view of shaping offers that deliver significant benefits and value to our clients.

  • Key goals for this team include increasing the win rate of significant deals which are characterized by a complex combination of business, technical, financial and human resources issues related to the strategic and tactical direction of clients.

Key Responsibilities

  • Works closely with the Squad Lead/CSE/Account Partner and leads interactions with clients along the sales journey to align IBM closely with the client's requirement and strategy.

  • Work with the team to build client and opportunity specific, robust, winning sales strategies and challenge those strategies throughout the bid process.

  • Lead and support the management of the IBM large deals and sales process including all systems and playing a key central role in the core deal team.

  • Leads and supports the development of deliverables, such as proposals, workshops, site visits and customer presentations.

  • Interact with solutioning teams and subject matter experts to plan and secure high quality delivery.

  • Conduct strategic research / IBM and other tools to understand clients Industry imperatives, macro issues and competitive pressures - put this research in an opportunity specific format.

  • Lead the building of assets for use in the bid process and client meetings (ie SDM, client facing pitches (video/ppt), client vantage, sales strategies).

  • Conduct Revenue storm based qualification, relationship barometer and close plans on an opportunity specific basis.

  • Support deal negotiation process.

Attributes and Competencies

  • Prior experience in Sales and/or Business Development with a track record in sales.

  • Strong consulting sales experience with a demonstrated track record in key solutions and industry.

  • Experience working effectively across a variety of clients showing a proactive approach to building client satisfaction and strong relationships

  • Strong project management skills and time management abilities

  • Deep capability in the areas of Hybrid Cloud, System Integration, and or Application Managed Services

  • Commercial acumen, analytical & problem solving skills including the ability to analyze complex sets of data and contribute to the development of compelling business cases

We are looking for the following

  • A minimum of 5+ years of experience in IT transformation and client consulting blending business acumen with competencies in technology and IT functional strategies.

  • Proven track record and experience in identifying and leading strategic sales opportunities, developing and selling solutions to complex business and IT requirements.

  • Deep expertise in at least one of the following: process outsourcing, Hybrid Cloud /application modernization, digital transformation, at scale SI projects, application management services.

  • Understanding of the challenges around cloud transformation and application modernization.

  • Ability to work independently and in a team environment and under pressure.

  • Thorough and analytical thinking to solve problems.

  • Passionate about providing solutions to challenging problems.

  • Excellent skills in MS Powerpoint, ISC and other consulting or collaboration tool sets.

  • Business fluent in German and English language.

Required Technical and Professional Expertise

  • A minimum of 5+ years of experience in IT transformation and client consulting blending business acumen with competencies in technology and IT functional strategies

  • Proven track record and experience in identifying and leading strategic sales opportunities, developing and selling solutions to complex business and IT requirements

  • Deep expertise in at least one of the following: process outsourcing, Hybrid Cloud /application modernization, digital transformation, at scale SI projects, application management services

  • Understanding of the challenges around cloud transformation and application modernization

  • Thorough and analytical thinking to solve problems

  • Excellent skills in MS Powerpoint, ISC and other consulting or collaboration tool sets

  • Fluent German and English

Preferred Technical and Professional Expertise

n/a

About Business UnitIBM Services is a team of business, strategy and technology consultants that design, build, and run foundational systems and services that is the backbone of the world's economy. IBM Services partners with the world's leading companies in over 170 countries to build smarter businesses by reimagining and reinventing through technology, with its outcome-focused methodologies, industry-leading portfolio and world class research and operations expertise leading to results-driven innovation and enduring excellence.

Your Life @ IBMAre you craving to learn more? Prepared to solve some of the world's most unique challenges? And ready to shape the future for millions of people? If so, then it's time to join us, express your individuality, unleash your curiosity and discover new possibilities.

Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change - to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.

It's time to define your career.

About IBMIBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

Location StatementIBM wants you to bring your whole self to work and for you this might mean the ability to work flexibly. If you are interested in a flexible working pattern, please talk to our recruitment team to find out if this is possible in the current working environment.

Being You @ IBMIBM 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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