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We are hiring.SAP - Business Sales LeaderResponsibilities:Executes sales leadership and exhibits proficiency in identifying, qualifying and/or closing large/complex business and IT solution opportunities, as well as mid-market opportunities to General Business clients. These opportunities lead with high value services such as Global Consulting Service offerings or consultative Global Technology Services (GTS) services, aggregate the sale of all IBM offerings (including all hardware, software and services) around those opportunities. Demonstrates in depth sales organizational, business and professional skills and has primary responsibility for the success of bringing the appropriate solution to closure. Takes direction from the appropriate IBM leaders, as designated in the detailed description, and drives IBM's efforts to become the premier solutions provider.Discharges basic management responsibilities common to all IBM managers.Assumes additional responsibilities as assigned.The Solution Representative job role is part of the Solution Sales Career path. For more information to help you make informed decisions about your career and show you how to turn decisions and actions, please refer to the Career Guide for Solution Sales.Focus AreasExecutes the opportunity to order (O2O) process for Global Consulting Services and other Global Business Services (GBS) services including opportunities that may involve ISV and Industry offerings, and other IBM brand teams to aggregate the sale of IBM's portfolio around the opportunity.Utilizes in-depth knowledge, experience and insight to address client's business issues (which may include client, industry or technology related pressures) with solutions that improve the client's return on investment (ROI).Drives efforts in a collaborative fashion with client teams and partners who are involved with the client and or the sale. Works with and/or takes direction from the appropriate IBM leader, depending on the role as outlined in the detailed description.Leads the sale with the key decision leader/client.Demonstrates proficiency in developing and maintaining strong business relationships with partner executives and personnel.Environment:Leads and executes the sales process with in-depth sales, organizational, business and professional skills.Maintains and executes in-depth business knowledge to understand the business issues that drive clients to implement the IBM business solution.Demonstrates in-depth knowledge and understanding of the selected business solution, the IBM capabilities that surround this solution and how it can bring value to our client’s business issues.Demonstrates and maintains strong relationships with the IBM Partners, executive and sales personnel.Act as a mentor to less experienced professionals.Demonstrates leadership and works effectively within a matrix environment.Communication/Negotiation:Provides in-depth input to the appropriate IBM leaders on which market areas and accounts to target for the selected solutions that will dominate the marketplace.Provides in-depth input to the business solution owners on how to continue to improve and enhance the business solutions.Exhibits teamwork at high levels of IBM and client management in developing and selling solutions.Leads negotiations with senior levels of client management for the acquisition of leading edge total solutions.Reports sales activities as part of the Signature Sales Leadership (SSL) sales management system and identifies new trends on a regular basis.Uses IBM's Client Value Method (CVM) through the sales and delivery stages to ensure value to the client.Problem Solving:Applies creativity and judgement in selling solutions to meet client business requirements. This requires working with all appropriate IBM resources, IBM Business Partner resources and/or outside vendors.Maintains and applies in-depth understanding of the solution design and delivery processes in the assigned Integrated Market Team (IMT)/Growth Market Team (GMT).Analyzes new sales situations, anticipating problems and future trends.Identifies and analyzes complex issues and requirements to executives throughout IBM.Contribution/Leadership:Is assigned to clients/opportunities that are highly visible or highly competitive.Has in-depth understanding of IBM business strategies and offerings and can articulate the value in context of their client's business needs.Is recognized as a leader.May be sought out by executive management. Participates in strategic projects, as needed.Provides professional sales leadership to account team and other sales team members.Provides direction to new sales team members in getting assimilated into the business unit.Impact on Business/Scope:Is accountable for sales results for the selected solution with the target market areas and/or accounts.Contributes to the development of client sales strategies, geography-wide for the selected solution.Is responsible for quality output and value add for highly visible offerings and for future business development.Adheres to the IBM’s risk management guidelines.Identifies the best solution to resolve client's business issues and shares leads.Ensures sales pipeline and opportunity management (OM) systems are updated.Manages to the highest levels of client satisfaction.
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