IBM Cloud Brokerage Services- Senior Sales Professsional in JOHANNESBURG, South Africa

Over the past 100 years, IBMers all over the globe have helped make the world work better and smarter. In this new era of Cognitive Business, IBM is helping to reshape industries by bringing together our expertise in Cloud, Analytics, Security, Mobile, and the Internet of Things: Changing how we create, collaborate, analyze and engage. From transforming healthcare to improving the retail shopping experience – it’s what IBMers do. In Africa, we’ve been changing the way the continent does business for more than 50 years, and as our company continues to grow, we’re looking for talented professionals to join us in this new era. Join us and be part of a diverse and global team of thinkers and doers, and make an impact.The last few years have seen cloud computing continue its steady march into the mainstream with the majority of companies now committing to this technology model and basing their business strategies on the benefits which cloud can offer. Such Enterprise Business acceptance of cloud technology has stimulated the creation of a plethora of cloud services providers offering a vast range of on-demand, rapidly-provisioned, configurable computing resources (including networks, servers, storage, applications and services). This proliferation of cloud computing is driving significant change in the data centre as well as in business operations and IT provisioning. Modern, hybrid data centers can now scale up and down depending upon resource demand and therefore potentially be much more cost effective as well as being more flexible and agile in meeting the myriad needs of their users. However without the right help and guidance IT organizations can lose control with users going elsewhere for their technology needs. Such unauthorized use of external cloud services ("shadow IT") is a major security and operational risk. This is where Cloud Services Brokerage (CSB) can play a vital and differentiating role as a cohesive part of an organization’s operational IT strategy allowing them to take back control from their users, remove complexity and potential integration issues whilst providing them with the services they need in a cost-effective, robust, secure and dynamically-efficient manner. The Cloud Services Brokerage market is currently in its infancy but is projected to grow vigorously and we need experienced, senior sales professionals to be leading the charge for IBM by engaging with Enterprise clients right up to Board level and selling our brokerage solutions to help clients effectively manage, expand and differentiate themselves within these new business and IT environments. Responsibilities:

  • Sell IBM/GTS Cloud Brokerage Services Solutions to Enterprise IT clients and make IBM/GTS the market leader in this space

  • Establish a deep understanding of our CSB offerings and solutions (and that of our key competitors) and be able to demonstrate these IBM offerings/solutions to clients and position their value within the context of each client's business

  • Be recognized as a sales leader for CSB across IBM

  • Pro-actively collaborate and team with (and lead) colleagues across IBM (sellers, pricers, solutioners, delivery professionals etc.) as required to achieve your sales goals (including contributing to account planning sessions)

  • Exceed client expectations with the brokerage services engagement they signed up for

  • Achieve/exceed assigned quarterly signings / revenue / profitability targets

  • Develop, manage and report opportunity pipeline effectively to achieve/exceed sales targets (in accordance with IBM processes)

  • Develop, grow and maintain successful business relationships at all levels (up to and including Board level) within all the clients with whom you engage

  • Secure client references for IBM's Cloud Services Brokerage Solutions

  • Capture lessons learned - both good and bad - from your sales pursuits and feedback same (see next point)

  • Provide insight to IBM/GTS Sales Executives / Marketing / Offerings teams - based on client engagement experience and feedback - on how to make our offering/solution proposals more compelling to clients and thereby increase our market share

  • Fluent and persuasive in English (both written and oral)

  • Experienced c-suite IT services seller, comfortable and articulate dealing with clients at the most senior levels including Board level

  • A demonstrable track record of sales leadership in negotiating and closing transformational services engagements to senior executives within Enterprise level accounts

  • Competent in working with clients on their business cases to justify large services engagements

  • Familiar with cloud technologies, ideally with past experience in selling cloud engagements / services

  • A firm, technical grasp of cross-industry Enterprise IT infrastructures and of the day-to-day concerns experienced by CxOs in running such environments together with an ability to position the unique value of a services brokerage solution to each potential client's business/infrastructure issues

  • Aware of cloud brokerage services and enthusiastic about building a degree of technical expertise in this area

Domestic Delivery

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.