Territory Software Representative at IBM

International Business Machines Corporation (IBM), is an American multinational technology and consulting corporation, with headquarters in Armonk, New York, United States. IBM manufactures and sells computer hardware and software, and offers infrastructure, hosting and consulting services in areas ranging from mainframe computers to nanotechnology.

IBM Global Business Services (GBS) is the world's largest consulting services organization. IBM GBS provides clients with business transformation and industry expertise, and the ability to translate that expertise into integrated, responsive, innovative business solutions and services that deliver bottom-line business value. IBM GBS provides leading transformation consulting across a range of industries as well as in the following key business function areas: Strategy and Change; Applied Technologies; Application Services; Financial Management; Human Capital Management; Customer Relationship Management; Marketing; Sales & Services; Supply Chain & Procurement, and Business Analytics and Optimization.

We are recruiting to fill the following position:

• Territory Sales specialists develop, through direct customer contact, an effective, ongoing business relationship with their major small and medium business clients in one or more industry segments.
• You will be able to identify opportunities, provide solutions to our client's business needs and improve their business and financial performance. Whilst selecting and prioritizing the high-growth and value revenue opportunities you will participate in or lead cross functional sales and marketing teams. You will be able to select the appropriate offerings that will meet our client’s business objectives – selecting territory distribution channels for solution delivery, identifying and utilising all marketing resources available to help meet territory objectives. Proven experience in developing client e-business propositions that clearly identify financial and other business benefits will be essential.

Requirements

• Bachelor’s Degree
• Experience of engaging in deals of $5m upwards, whether cross-brand (across software and hardware) or brand specific
• At least 7 years experience in implementing consultative selling by working with the Client in a collaborative fashion, identifying the Client’s business issues and strategies
• At least 3 years experience in engage in strategic conversation with the clients C-level Telco
• Developing Value Propositions which describe and quantify the business value of the solution, including key value drivers which have been confirmed with the client.
• At least 4 years experience in-depth knowledge of the Client´s industry – such as Banking or the Public sector

• Master's Degree
• At least 8 years experience in Sales
• English: Fluent