Services Client Representative

IntroductionAt 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 ResponsibilitiesIBM is seeking a Services Client Representative (SCR). In this role, you will operate as the lead deal maker and closer on complex IT services opportunities. You will organize subject matter experts and sales leads in the areas of infrastructure management services under traditional outsourcing, hosting and Cloud (public, private, and hybrid) operating models to close the complex transactions. You will lead client negotiations, propose solutions to CxOs, and Evaluation Committees acting as the single point of client contact for all deal-progression activities. while interacting with senior client executives, which can include the CEO, CFO, CIO, Board of Directors and evaluation committees. You will be required to have an in-depth understanding of the client's business, goals, strategies and industry trends and directions. You will lead multi-disciplined teams, and integrating products and services required to meet the business needs. These deals are intended to increase IBM's services revenue within the account and may include some or all of the following sample of solutions:+ Cloud - IaaS, Storage, zOS Cloud, PaaS solutions including SAP as a Service, cloudMatrix/Hybrid IT+ Systems - IT as a Service, managed services for servers, mainframe, storage, leveraging analytics and robotics.+ Security - Security as a Service, threat management, ID management, malware defense management+ Network - Network as a Service, telecom expense management, optimization studies, Software Defined Networking, OEM hardware and software procurement, Voice and Data.+ Resiliency - Disaster Recovery as a Service, DR strategy and consulting, high availability environments, cloud managed backup+ Data Center - Strategy, design, implementation, optimization, services to support data centers+ Mobility - Workstation as a Service, Mobile Expense Management, Mac@Work, Service Desk, End User Services+ Additional responsibilities will include:+ Leading customer presentations while describing IBM's point of view, solution and proposal through a value-driven sales approach+ Responsible for demonstrating the value of out-tasking, and leveraging off-shore labor models+ Collaborates with, and acts as a liaison between our customers, sales, pre-sales solution development and delivery teams during the end-to-end engagement and sales process+ Developing the financial solution for an engagement based on client requirements, developing business cases, CBAs, and executing a CFO-targeted financial sale+ Leading multi-disciplinary teams in developing complex solutions for specific client opportunities and in developing client deliverables such as a request for information (RFI), request for proposal response (RFP), and statements of work (SOWs), and client proposals/ presentations+ May be asked to conduct formal enablement sessions in the areas of Infrastructure Management Services (both Traditional and Cloud) to various stakeholders, IBM internal Opportunity Owner and Opportunity Identifying communities, business partners and customersTo be successful in this role, you should have the ability to manage multiple accounts concurrently and develop pursuit strategies and support new business opportunities, which include defining/qualifying sales opportunities, determining engagement scope and cost projections, and formulating potential solutions based on client requirements. A solid technical, and conceptual/operational background in client end user workplace/mobility solutions, infrastructure, messaging platforms/technologies, ITIL service management, service quality management, continuous improvement, and global sourcing concepts is beneficial.You must demonstrate the use of strong leadership and consultative sales techniques to develop and broaden sales opportunities and compelling value propositions. We are seeking a candidate that is able to lead large deal teams as the single overall sales leader and opportunity owner of a given sales pursuit. Ideally, you will also have prior experience in the public, industrial, financial services, distribution, and/or communications sector.Required Technical and Professional Expertise+ At least 5 years' experience in IT Services Solution Selling, or Consulting to IT executives; e.g.: CTOs, CIOs, VP of Infra, Data Center DirectorsReadiness to travel up to 50% annually*Candidate will need to be located in Southeast USPreferred Technical and Professional Expertise+ At least 4 years' experience in the distribution sector (Travel and Transportation, Retail, Consumer products)+ At least 4 years' experience in Technical Solution Development+ At least 5 years' experience in Leveraging Partners/Solution Providers+ At least 5 years' experience in Business Case and Proposal Development+ At least 7 years' experience in Face-to-face Opportunity Identification+ At least 7 years' experience in Selling to Data Center Executives+ At least 7 years' experience in Technical Solution DevelopmentAt least 5 years' experience in Selling Infrastructure Support Services / Managed ServicesAbout Business UnitThis position sits within Global Technology Services (GTS) Infrastructure Services (IS). As announced in October 2020, IBM intends that the managed infrastructure services business of the GTS organization within IBM will become an independent company (currently known as NewCo) by the end of 2021, creating two distinct and powerful market-leading companies. NewCo has incredible potential, and we will unlock it together while we make history as a newly independent company that will be the #1 managed IS services provider on "day one" as a publicly traded company. NewCo will be positioned for financial success with over 4600 clients and approximately $19 billion in annual revenue. Drawing on the best of IBM, it will include our unmatched talent, the breadth of our services, an even broader ecosystem of partners, and our deep global client relationships. Please note: The final decision if this position will transition from IBM to NewCo is still yet to be confirmed.Your Life @ IBMWhat 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.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.Location StatementIBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:*12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.*World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.*Well-being programs to support mental and physical health.*Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).*Select educational reimbursement opportunities.*Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.*Giving and volunteer programs to benefit charitable organizations and local communities.*Discounts on retail products, services, and experiences.This position is eligible for participation in an IBM sales incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change.We consider qualified applicants with criminal histories, consistent with applicable law.IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.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.