IBM Client Solutions Sales Executive in MELBOURNE, Australia
Client Solutions Sales ExecutiveIBM is the largest technology and consulting employer in the world, serving clients in 170 countries. In this new era of Cognitive Business, IBM is helping to reshape industries by bringing together our expertise in Cloud, Analytics, Security, Mobile, and the Internet of Things. We are changing how we create. How we collaborate. How we analyse. How we engage. IBM is a leader in this global transformation. IBM Global Business Services (GBS) is a team of business, strategy and technology consultants enabling enterprises to make smarter decisions and providing unparalleled client and consumer experiences in cognitive, data analytics, cloud technology and mobile app development. With global reach, outcome-focused methodologies and deep industry expertise, IBM GBS empowers clients to digitally reinvent their business and get the competitive edge. We outthink ordinary. Discover what you can do at IBM. We are hiring.In this role you will be responsible for the identification, development, and assessment of Application Development & Management Innovation (ADMI) opportunities for potential engagement. You will have a thorough understanding of the nature of business problems in ADMI, and the products and solutions that provide value in solving those problems. You will be knowledgeable in the trends and direction of ADMI, the marketplace, and the players. You will develop executive and senior management relationships in ADMI. You will work collaboratively with other teams across IBM and with other partners and outside consultants as appropriate. You will be responsible for the ongoing qualification of these opportunities and to recommend whether to engage, disqualify, or refer opportunities to other IBM groups. Primary Measurement: Contract Signings performance; Business development metric such as future quarter pipeline of qualified business. This role will: Be required to use your previous industry experience and contacts to build a pursuit strategy for your account/s working closely with the account delivery and industry team Be required to use your subject matter expertise and developed sales skills and experience to identify, shape and set value driven proposals. Identify and develop compelling value propositions for application innovation services solutions that span the range of services offered by the IBM Services business Develop and maintain knowledge of the information technology industry and associated innovation solutions in cloud, cognitive and analytics and strategies that can be applied to opportunities specific to your clients. Apply acquired knowledge of sales techniques and tools to develop opportunities, reduce selling cycle time and bring innovative, executable solutions to clients Differentiate IBM offerings from competitive alternatives and create distinct customer preference for IBM offerings. The successful candidates must be driven professionals, accustomed to meeting targets. You must have a proven track record with knowledge of the Finance industry market or similar combined with a solid understanding of IT. You will ideally possess a growing knowledge of selling cloud based solutions in the ERP, IT implementation and Application Innovation Services areas. You will also possess exceptional communication and interpersonal skills, including the ability to identify and secure new client relationships and build professional relationships both externally and internally. Desired Experience Minimum ten year combined experience leading delivery and developing and closing business in application innovation services to clients with exposure to full development and management life cycle. Demonstrated responsibility for building and retaining high client satisfaction results and for building trusted relationships. Strong experience in sales engagement process including development of quality proposals. Proposing opportunities of value to clients taking them from idea to delivered business as extensions to existing services (typically > $1M and < $10M) in value. Proposal Presentation to client middle management and executives.
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.