29 days old

GTS UKI I&E Complex Sales Executive

London, England EC1A 4
  • Job Code
    259131BR

Introduction
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

This is an Executive sales role in the UK Global Technology Services (GTS) Sales Team. The Complex Sales Exec is a Senior Sales Executive, wholly accountable for opportunity lifecycle development, leadership and management through to contract signature.

The role requires;

  • Deep and comprehensive sales skills,
  • Deal team leadership and experience of the highest calibre,

The complex sales exec will establish teams from the ground up, lead, handle, directly own and shape the client engagement and develop every aspect of the opportunity roadmap.

This would include, but not limited to;

  • Sales and pricing strategy
  • Win plan
  • Value proposition
  • Partner management
  • CxO contact plan
  • Ongoing qualification throughout deal lifecycle.

The complex sales exec role has a reputation for:

  • strong qualification and is responsible for the development and assessment of cross-brand opportunities,
  • working with the GTS Service Lines (Systems, Mobility, Networking, Resiliency, Cloud and Security)
  • working with the extended team Global Business Services, Software group and Hardware group
  • working with key accounts.
  • The deal architect will develop extensive executive and senior management relationships in client organizations.
  • They will identify and develop the most attractive opportunities (especially sole-source deals) for additional growth.
  • They work reciprocally with other teams across IBM and with other partners and external consultants as appropriate.
  • They be responsible for the opportunity until formal sales engagement completes and facilitate the transition to a delivery engagement team and remain involved during the engagement phase, as appropriate.

Requisites

  • You will possess extensive sales experience,
  • Have validated ability to handle long cycle, complex sales opportunities,
  • be highly adept at leading conflict internally and externally, with third parties and customers,
  • be able to develop complex commercial models and
  • write contracts with support from legal counsel and commercial management.
  • You will be able to demonstrable sales ownership, leading the deal to closure;
  • be able to demonstrate and articulate their credentials with tried sales success in high-reaching engagements with significant contract wins circa $2m-$50m. (Larger deals will be passed to the Strategic Sales team).

Targets and Measurements

The CSE role is measured on signings TCV and contract profitability

Reporting

The role will report directly to the UK GTS I&E Complex Sales Manager.




Required Technical and Professional Expertise
  • You will possess extensive sales experience, leading long cycle, complex sales opportunities, be highly adept at handling conflict internally and externally, with third parties and customers, be able to develop complex commercial models and write contracts with support from legal counsel and commercial management.
  • You will be able to demonstrable sales ownership, leading the deal to closure; be able to demonstrate and articulate their credentials with tried sales success in high-reaching engagements with significant contract wins circa $2m-$10m.




Preferred Technical and Professional Expertise
none


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 a 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 isthe place for you!


Your Life @ IBM
What matters to you when youre 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 IBM
IBMs 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 Statement
For additional information about location requirements, please discuss with the recruiter following submission of your application.


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.

Categories

Industry

  • Computers Software and Hardware
Posted: 2019-10-22 Expires: 2019-11-21

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GTS UKI I&E Complex Sales Executive

IBM
London, England EC1A 4

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