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 a Services Client Representative, you will support IBM’s consistent growth by bringing to the table your business development, sales, account management, and Relationship management skills.
Picture yourself working with a highly motivated, highly successful team with a proven sales record in IBM’s top technologies.
This role is dedicated to Financial Services clients in Canada and have the opportunity to lead one of the premiere Canadian Financial accounts.
Key responsibilities may include:
Develop and manage relationships with clients and key business partners to identify and capture new programs and contracts
Support solution and proposal development to include teaming strategy, creating and/or reviewing proposal content, level of effort and schedule.
Articulate the client perspective from opportunity introduction through contract delivery.
Support Business Development functions, including but not limited to:
Annual strategic account plan formation with regular updates.
Understanding competitive and collaborative landscapes.
Identify new technologies and collaborate with IBM Practice Area’s to deliver innovative solutions to FSS clients.
Support successful delivery and execution of contracts/projects in order to support future account growth.
Plans and conducts very complex and strategic negotiations between IBM, customers/prospects and other parties which result in appropriate and often long-term relationships or alliances that help attain personal, team and IBM business objectives.
Is an excellent and effective negotiator at all levels of customer/prospect management for the acquisition of leading edge, total solutions that result in lasting agreements and commitments.
Demonstrates the highest levels of teamwork to define approaches to meet customer needs in the most expedient manner.
Communicates proposals to customers/prospects effectively and in a compelling manner.
Problem Solving :
Recognizes very complex problems relating to clients' business models and the business plans they are trying to achieve.
Analyzes situation and defines new, innovative approaches or procedures.
Brings strategic, long-range focus to solving client problems.
Leads business unit, country or international teams of professionals including Sales Specialists, Client Relationship Professionals, I/T Specialists, I/T Architects, and IBM Business Partners and others to identify opportunities and develop solutions to meet the most demanding customer requirements.
Recognized as the expert by customer/prospect and IBM executives.
Required Technical and Professional Expertise
Has mastery of the information technology industry and associated leading edge solutions and strategies, that can be applied to opportunities at business unit, country or international levels.
Has mastery of techniques and tools (e.g., opportunity assessment resources, global finance planning, etc.) to help reduce selling cycle time and to bring innovative, executable solutions to customers/prospects in the most timely manner.
Maintains mastery of competition's offerings, strategies, and plans. Effectively differentiates IBM offerings from competitive alternatives and creates distinct customer preference for IBM offerings.
Knows when to bring elements of competitors' offerings or products into the equation to create the highest yielding deal for the customer and IBM. Manages customers/prospects and opportunities that are perishable and highly visible, complex, competitive, leading edge or difficult.
Senior sales experience with large complex deals
5-10 years in a similar role
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.
For additional information about location requirements, please discuss with the recruiter following submission of your application.
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.