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Introduction

As we tackle the world’s biggest challenges, IBM continues to grow, and we’re looking for talented Sales Leaders to join us in this new era. Be part of a diverse and global team of thinkers and doers - people who want to make an impact, cultivate their expertise and collaborate with some of the world’s top business and technology professionals

Your role and responsibilities

IBM Expert Labs has 2,500+ services experts available globally that provide the specialized skills and expertise our clients need to achieve the highest return on their investment in IBM Data & AI, Automation and AI Apps software. We are looking to hire a Services Sales Professional that is passionate about helping clients, driving outcomes, and meeting sales targets. In addition to building strong client relationships, you will be responsible for services sales signings (ACV), revenue, and gross profit.

Required technical and professional expertise

Key Responsibilities:

• Achieve services signings, revenue and GP targets quarterly and annually.

• Create, manage and prospect sales pipeline to achieve assigned territory quota.

• Accurately forecast your sales pipeline on a weekly, monthly and quarterly basis.

• Generate new signings by building client relationships, teaming with software and BP sellers to attach services to software deals.

• Scope, validate and win services deals, leverage team of enterprise architects, technical principals, proposal leaders, and delivery consultants.

• Prepare and present services configurations and pricing for the solution, negotiate the terms, conditions and pricing.

• Know and systematically manage the steps to closure.

• Lead post-signature activities for contract integration, change management, governance activities, up sells and renegotiations.

• Once the deal is signed, work closely with the service delivery manager to transition to perform by ensuring the scope and expectations are understood, ensuring project success.

• Following closure, you will be responsible for maintaining the customer relationship to upsell future services to generate new pipeline.

Key Skills:

• Achievement of sales quotas

• Strong customer relationships

• Project delivery experience

• Services Sales experience

• Cloud and container product knowledge

• Ability to architect complex solutions using multiple offerings and technologies to delivery desire customer outcomes

• Territory management

• Forecast management

• Sales execution skills

• Prospecting skills

• Negotiation skills

• Closing skills

• Presentation skills

• Self-confidence

Preferred technical and professional experience

Required Qualifications:

• 2- 5 year of enterprise sales experience

• Solid record of achieving sales targets

• Client relationship skills

• Ability to work in a fast-pace, cross functional team

Preferred Qualifications:

• Familiarity with cloud-based software technologies, including OpenShift and IBM Cloud offerings, such as IBM Cloud Paks and IBM Infrastructure Solutions.

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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.