IBM Territory Services Leader – Distribution Market in Atlanta, Georgia

Job Description

IBM is currently hiring for a Territory Services Leader. This position is responsible for the selling of IBM Service Solutions to Distribution Services Market (Retail, Consumer Products, Travel & Transportatino) in MO, KS, NE, IA, SD, and the Western US States.

The Territory Services Leader (TSL) will have responsibility for the IBM Services relationship with customers in the assigned territory. The TSL will lead their extended services team and act as the focal point to the client, with responsibility for selling the entire services portfolio to these customers. The TSL will also own and lead strategic services transactions in the territory. The position will entail building and managing key relationships, understanding the client's organization and culture, and developing strategic plans to address both IT and Line-of-Business organizations.

The ideal candidate will leverage subject matter experts, executives, and thought-leaders as needed to provide value to the client. This role builds relationships with senior client executives while earning a reputation as a trusted business adviser. The candidate will understand IBM business strategies, and will be able to articulate how those can make a positive impact on our client's business. To fully harness the power of team IBM, the TSL will engage and coordinate closely with the IBM Account team and the extended IBM Business Unit teams.

Key Responsibilities

  • Maintain a thorough understanding of the client's industry; trends, business processes, financial measurements, performance indicators, and key client competitors in their industry

  • Execute a client relationship and business development plan with the goal of identifying opportunities that will drive signings growth.

  • Demonstrate high level of business acumen and apply a thorough understanding of the client’s culture, industry, business, organization, strategy and financial position.

  • Demonstrate a technical aptitude and ability to lead complex solution sales efforts, particularly around Cloud & Cognitive Computing including IoT and Blockchain.

  • Contribute 'out of box' thinking and contemporary sales approaches in solving the client's most complex business problems and challenges.

  • Collaborate across IBM business units, leveraging other subject matter experts as needed to deliver maximum client value.

  • Build relationships with client leadership, earning a reputation as one of the client’s trusted advisers.

  • Understand IBM business and brand strategies and how these translate into solutions which address client needs. Provide opportunity leadership across IBM business units to get transactional business done.

  • Advance IBM’s industry eminence via thought leadership

  • Financially demonstrate the value of IBM's solutions as well as positively differentiate those solutions from the competitors to customers' lines of business and technical buyers.

Attributes

  • Demonstrated level of business acumen as it applies to the client's business

  • Skilled in provocative consultative selling, with an understanding of the client's needs and IBM capabilities

  • Commercially minded and capable of supporting end-to-end sales engagements including contract negotiation with the ability to think, plan and act strategically

  • Extensive networking and interpersonal skills in complex environments

  • Self-starter with eagerness to seek and build new skills

Required Technical and Professional Expertise

  • At least 5 years’ experience with Enterprise Sales

  • At least 3 years’ experience in a Sales leadership role; coaching and motivating an extended team

  • At least 2 years’ experience in account planning, pipeline management, forecasting and organizational communication

Preferred Tech and Prof Experience

  • At least 3 years’ experience in the Distribution Industry

  • At least 3 years’ of sales experience with a large complex corporate organization

  • Advanced, professional sales training

EO Statement

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.