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 GTS Services Client Representative (SCR) is responsible in a hunter capacity for identifying, developing and closing integrated solutions that address their client's business needs (both from an industry and business point of view). When opportunities are identified, you will be working closely within the IBM ecosystem to leverage other IBM Resources who can assist in closing the opportunity. The SCR is responsible for leading conversations with Senior IT Executives and Line of Business for existing and new clients in identify starting points to create opportunities for new contracts or to expand existing scope. You must develop, progress and bring your identified opportunities to signature.
In addition, you must take the leadership role of the IBM engagement team as well will lead the conversations with the client The SCR will use the IBM network and resources to assure a proper coverage model of all client Stakeholders. Together with the team, you will develop an IBM value proposition which is tailored to the client's needs and designed to meet the clients expectation, budget and needs.
Your main focus will be to identify new fields of interest for IBM Public Cloud, RedHat based solutions and other Infrastructure Services and Solutions helping clients transform their business, needs, drive digitalization while enabling hybrid multi-cloud environments combined with IT & Platform sourcing models.
Primary Job Responsibilities
Owns complex, long sales-cycle opportunities requiring multi-service lines and cross-brand integration with selected IBM and non-IBM clients.
Developing opportunities of 2 to $10 Million.(USD)
Negotiates and closes the opportunity with the client, then ensures a smooth transition to delivery.
Has the ability to lead multiple opportunities concurrently, although typically in different sales stages.
Ability to negotiate and have the understanding to create client signing contracts.
Achieve assigned contract signings and revenue targets
Collaborates with other groups within IBM to deliver best in class solutions to our clients Ability to demonstrate and conceptualize Hybrid Cloud, Journey to Cloud framework and establish PoV independently to clients.
Follow up with concrete Approach Note, establish Next steps and pursuit to closure.
Ability to story tell and simplify the solution context and outcomes.
Ability to collaborate and bring together a unified approach with multiple stakeholders to deliver outcomes.
Experienced Services seller (3+ years of Service Sales experience)
Experienced skills in IT Outsourcing and managed services particularly in IaaS, PaaS Cloud solutions across different vendors
Sales acumen; skilled working in fast-paced selling environments with direct client interaction and a range of client types
Ability to sell in a virtual environment, required client-related sales travel up to 25-50% (post COVID-19) -- during COVID-19 pandemic, execute meetings effectively from home via Webex
Strong presentation and communication skills
Advance negotiations skills
Active listening and questioning skills to open minds and promote transformational thinking.
Financial Services Industry background
Required Technical and Professional Expertise
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 @ 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 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. IBM'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 StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.
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.