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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.

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.

Required technical and professional expertise

* Proven track record in sales execution, including quota achievement, forecasting, and territory management.

* Strong customer relationship management and account development skills.

* Solid experience in services sales and project delivery.

* Knowledge of cloud and container solutions, with the ability to architect complex, multi-offering solutions to meet customer needs.

* Excellent prospecting, negotiation, closing, and presentation skills.

Preferred technical and professional experience

* 3-5 years of enterprise sales experience

* Solid record of achieving sales targets

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.