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. To lead in this new era of technology and solve some of the world's most challenging problems.
Your Role and Responsibilities
The Sales Specialist primary responsibility is to identify opportunities and progress them to contract signature. Also accountable for the revenue and revenue forecast in an assigned territory.
The role requires collaboration and coordination with other stakeholders such as TSS Client Advocates, Digital Sales, Alliance Partners, Service Line Sales and Client Executives. The specialist will gain a comprehensive knowledge of TSS offerings and will be responsible for the success of those offerings within the business unit and assigned territories.
The Sales Specialist will typically lead an engagement team for large and/or complex opportunities and is responsible for the Win Strategy.
Success criteria includes the coordination of the pursuit team's activities and efforts towards the common goal of closing business.
The role requires the ability think strategically and able to set/communicate a Win Plan, plus leadership skills to bring together a pursuit team to effectively solution, and progress, a deal to its successful conclusion
Required Professional and Technical Expertise
A strong foundation in territory management is essential including the ability to create territory plans, develop, track, report and close pipeline opportunities.
Demonstrate proficiency in Sales eminence and execution exemplified by:
Preferred Professional and Technical Expertise
- Account & Territory plan creation, strategy and execution
- Interlock and collaboration with IBM Client Execs, other IBM business units, Alliance Partners, Digital Sales, TSS
- High productivity; accurate, timely, and thorough pipeline management, hygiene and progression
- Build trusted Client relationships
- Track record of success of meeting Sales Targets
- Knowledge of industry trends, Clients’ business, TSS services and capabilities
- Accountability, autonomy and business leadership in addressing challenges and navigating through internal processes
- Minimum 7 years of successful sales experience
TSS Client Advocates, Digital Sales, Alliance Partners, Service Line Sales , Client Executives and TSS Delivery.
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 this 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.
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.