The Focus TSR is responsible for the overall IBM relationship with 8-10 established enterprises. Wherever possible, their territory should consist of a single industry or sector. Their major responsibilities include:- Delivering the revenue and profit objectives for their assigned accounts. Selling the complete IBM portfolio, emphasizing Software and other high margin offerings to expand Gross Profit. (e.g. ISS, System i, System p, Storage, etc.)- Leading the development of the annual account plan for each of their clients- Responsibility for their customers' overall satisfaction with IBM- Executing an industry/value-based approach in developing C-level relationships- Demonstrating a high level of expertise in the major industry in their territory- Leading the extended IBM team in developing sufficient opportunity pipeline to achieve the revenue and product mix objectives- Participating in lead qualification with the brand and then subsequently passing opportunity ownership to a Brand Sales Specialist or Business Partner- Working closely with Brand Sales Specialists and Business Partners to expand opportunities by increasing "clothing rates" (adding other IBM offerings)- Driving the transformation in their territory to profitably "change the mix" of revenue to accelerate software and services growth while continuing to grow their STG share Key Objectives: Customer Satisfaction, Revenue growth (double digits), Gross Profit, Services Signings, and Overall Share Growth
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