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
The Multi-Vendor Services New Business Representatives will be responsible for prospecting and building a pipeline specifically to replace EMC maintenance with IBM/CDS maintenance. IBM Technology Support Services Multi-Vendor Service’s EMC offerings will be targeted directly to our Comms, Financial and Industrial IBM existing customers. They will be focused on winning MVS/EMC business at new clients and their territory will include hundreds of clients in the Financial, Industrial and Communication industry sector. Maintain in-depth skills in the specialty offerings and are assigned to EMC / CDS specific opportunities or territories where they possess the sales and technical expertise required to conduct all phases of the sales cycle. They are responsible for filling the pipeline to exceed $10M by 2H 2020, closing the sale and winning the customer's satisfaction with the engagement and the offerings. The employee Influences the functional strategy, develops door openers for the sales organization, conducts joint presentations with IBM sales, CDS and our prospects and will close business.
Professional knowledge of storage market specifically EMC’s maintenance strengths and weaknesses vs. IBM/CDS offerings. Understands IBM organizational resources, priorities, needs and policies. Must understand the MVS offerings, along with a proven ability to hunt net new EMC estate maintenance business and a strong deal close ratio to pipeline.
Guide other professionals. Adapt communications and approaches to conclude negotiations with various partners, 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 in the area of EMC market development. 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 or regional teams. Responsible for overall functional EMC / CDS program success. Activities are subject to business measurements, impact customer satisfaction, and impact functional, business unit, or country costs or expenses.
Required Technical and Professional Expertise
-Proficient in Microsoft office applications (Power Point, Word, Excel)
-Experienced in selling Maintenance/Technical Support solutions
-Knowledge of Financial, Communications and Industry Sectors
-Demonstrated Leadership in cold calling and winning new clients
-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
-Demonstrated Deal Progression Management
Preferred Technical and Professional Expertise
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.
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.
US Citizenship required.
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.