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 Client Solution Executive within Technology Support Services (TSS) you lead the overall relationships with your Customers, signing, revenue, GP, as well as service quality performance.
You are the Manager of the extended team (TSS and partners) who work with you and support your Customers. You are the internal/external focal point for any topic related to your Customer's IT availability. Your key objective is that TSS becomes your Customer's trusted partner for IT Support Availability, as main driver for revenue growth.
You are the engine of the Account growth via your understanding of TSS future, your business development capabilities to capture Customer pains, your drive to identify and build deals which answer to these pains, using leading edge TSS global assets and skills.
You place Innovation on top of your priorities as a key differentiator in Customer minds vs competition. You take all opportunities to get educated on new breakthrough TSS Technical or Business solutions to bring TSS innovation into Customer discussions.
You are TSS Sales leader for your Account(s). In that respect, it is your responsibility to drive the sales strategy and actions for Logo (IBM), MVS (Multi-vendor) and SWS (Software Services) opportunities and to request any help from TSS specialized sales teams when it matters.
Job role description:
Primary focal point and owner for TSS activities overall for his/her Customer(s)
Dedicated to defined so named Strategic Accounts
Establish and implement overall account strategy by leveraging the transformation from Logo business to extended MVS business
Take full sales responsibility for MVS identification, renewal and signing
Responsible to develop and leverage strong client relationship horizontally (outside datacenters and vertically (up to C-level)
P&L owner for your account(s)
Responsible to beat the revenue and profit business growth objectives
Proactively work with client to crystalize their infrastructure objectives, priorities, business needs into new TSS services and solutions (4Walls, Industry Plays)
Develop new contractual frameworks
Build partnerships between the client, team IBM including GTS, S&D/STG, SWG, GBS and IBM Strategic Partners / Subcontractors to address business opportunities for the benefit of the IBM Corporation
Required Technical and Professional Expertise
Minimum 3 years professional experience in selling complex and or international Technical Support Solutions (i.e. securing and growing revenue stream by managing Maintenance contract renewals,
Up- and cross selling of complementary services into an account,
acquisition of new cross-platform Multi-Vendor-Maintenance projects,
acquiring & signing OEM-Resale transactions with complementary maintenance services, answering public tenders and RfPs in a compliant and professional manner,
holding pitches and client presentations for succesfully positioning availability concepts)
Minimum 3 years of professional sales experience in the 3rd Party Maintenance market with focus on Multi-Vendor Maintenance Services incl. in-depth insight into the competitive maintenance service provider landscape
Professional experience in actively leading large-scale contract negotiations towards successful contract signature on client C-Level
Successful graduation from IBM Global Sales School or adequate certified professional Sales Training
Experience in solving complex problems for enterprise organizations
Sales Experience within an enterprise IT environment that carried an annual quota
Proven track record of nurturing large enterprise accounts with multiple departments at different levels and close double-digits millions transactions
Excellence in oral and written communications in English and German
Team, Deal and Engagement leadership
Preferred Technical and Professional Expertise
About Business UnitAt 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 @ IBMWhat 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 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 ist es wichtig, Ihnen ein Arbeitsumfeld zu bieten, in dem Sie Ihr ganzes Potenzial voll entfalten kÖnnen und die MÖglichkeit haben, Ihren Arbeitstag flexibel zu gestalten. Wenn Sie Interesse daran haben, sprechen Sie uns bitte an, um herauszufinden, welche GestaltungsmÖglichkeiten im aktuellen Arbeitsumfeld bestehen.
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.