IBM Enterprise Sales Exec, Asset Recovery Solutions in LONDON, United Kingdom

Position Summary and Responsibilities The Enterprise Sales Executive for Asset Recovery Solutions (ARS), is an experienced and successful sales professional who is capable to develop strong relationships with end-user clients across of Europe at the highest level of the organization. This individual works collaboratively and effectively with other sellers, in support of the client, across of the IBM Company. The Enterprise Sales Executive is an expert in designing and selling comprehensive solutions utilizing the breadth and depth of the recovery services solutions IBM has to offer. This individual works either directly with the end-user client; or in support of the IBM sales teams, assisting them in managing large / complex recovery services opportunities. The ARS Enterprise Sales Executive is a professional seller who is well versed in the secondary market for hardware products and the importance of disposing of them in a secure and environmentally friendly manner. This individual works closely with all constituencies of IBM, whether that is within IBM Global Financing, Sales and Distribution, Global Services, or any other internal organization, at all levels. The ARS Enterprise Sales Executive makes sure that IBM delivers, on a timely manner, a comprehensive proposal to the client that is competitive and highlights our value proposition that is costume built for the specific needs of each client. To do this, The ARS Enterprise Sales Executive works closely with the Global Asset Recovery Services (GARS) team to put together a winning proposal. Success in this role is measured by achieving budgeted revenue and gross profit. Other important factors are our win-ratio; the speed in which we respond to inquiries and last but not least; the satisfaction and feedback from the Clients. Duties and responsibilities The Enterprise Sales Executive for ARS:

  • Plans, outlines and executes all necessary activities to make plan, including developing detailed territory plans and identifying business opportunities and target markets

  • Make initial customer contact, either through the IBM sales teams that have the relationship or directly through visits or calls

  • Identify customer’s needs and pain points

  • Formulate business proposals according to customers’ business needs

  • Negotiate prices & variations in prices and specifications

  • Manage account management and expansion activities

  • Develop new opportunities and close existing ones

  • Build meaningful relationships within the company and outside at all levels

  • Ensure appropriate and timely delivery of service and products

  • Follow up on service and / or product once the delivery has been made

  • Provides feedback to the ARS team based upon the observation of market trends and products

  • Arrange meetings with potential clients

  • Challenge objections in order to get the customer to buy a product

  • Ensures that when a new deal is identified, we quickly outline the information that is required to provide an accurate take-out price.

  • Is familiar, or becomes familiar with the various laws, policies, and regulations that regulate our industry

  • Responsible to forecast revenue and gross profit for the territory

  • Performs miscellaneous job-related duties as assigned

    Knowledge, skills and abilities

  • Understands our ARS value proposition and is able to present it proficiently to the different constituencies with whom it interacts

  • This individual has great knowledge of IT products, including PC systems like Monitors, Desktops and Laptops, as well as Tablets, Smartphones and the like, as well as server and storage products, whether IBM or OEM

  • Demonstrates consultative selling and its ability to create and maintain strong relationships

  • Works effectively within a matrix environment

  • Provides expert input to the appropriate IBM sellers on asset recovery services and solutions

  • Exhibits teamwork in developing marketing initiatives

Knowledge, skills and abilities

  • Understands our ARS value proposition and is able to present it proficiently to the different constituencies with whom it interacts

  • This individual is, or becomes familiar with IT products, including PC systems like Monitors, Desktops and Laptops, as well as Tablets, Smartphones and the like, as well as server and storage products, whether IBM or OEM

  • Demonstrates consultative selling and its ability to create and maintain strong relationships

  • Works effectively within a matrix environment

  • Provides expert input to the appropriate IBM sellers on asset recovery services and solutions

  • Exhibits teamwork in developing marketing initiatives

Experience in Sales is essential

SALES