IBM GTS Alliance Sales Specialist in VANCOUVER, British Columbia

The GTS Alliance Sales Specialist is a business development role within our infrastructure services division. In this role, you will leverage IBM’s breadth of Alliances with IT hardware and software vendors in the Canadian marketplace to develop and sell integrated client solutions that incorporate GTS offerings. And you will lead alliance-based sales strategies to meet sales objectives, secure business retention, and increase market share for GTS in your territory. The Sales Specialist works within a national team to identify and qualify opportunities that drive financial growth for both GTS and our vendor partners. Central to the role is developing and maintaining effective business relationships with clients and key vendor partners, to influence the selection and overall success of GTS services in the market. By focusing on Alliance sales plays that are defined by our GTS offering teams, you will work to target high-potential accounts, determine customer needs, and translate these needs into solutions and thus opportunities for IBM. Position Summary and Responsibilities:Reporting to the National Alliance Sales Manager, your primary interfaces within IBM will be the GTS team (services experts, offering owners) and the client team (who have overall IBM account responsibility). In doing so, you will be responsible for navigating IBM to identify and acquire critical resources needed to develop the best solution for your client, while applying GTS offering strategies, methods and models to ensure world-class solutions. Key responsibilities include:

  • Identify, validate and drive new opportunities

  • Drive an annual signings and revenue target while accurately forecasting revenue, managing a sales funnel and overall results

  • Perform extensive prospecting within a set of identified accounts across Canada

  • Lead/own the service sales deals for selected opportunities through full lifecycle

  • Provide client coverage and coordinate face-to-face and program coverage

  • Work with subject matter experts to develop solutions for qualified clients

  • Support the development and maintenance of overall national GTS Alliance Sales strategy and results

  • Lead/support account management activities in conjunction with existing Client Execs

  • Participate and support in delivery activities to maintain account and client continuity

    We are looking for a top-performer, someone who can help GTS in Canada achieve the full potential of our alliance-based services portfolio.

  • A relevant academic background

  • 7 years of success selling IT services oriented solutions (hardware, software, services, integration, outsourcing, etc.)

  • Demonstrable complex strategic selling skills

  • A track record of achieving/exceeding sales targets

  • Proven success in prospecting and managing a territory and/or growing presence within accounts

  • Experience and demonstrable relationships with corporate-level executives

  • Experience managing rapid, highly flexible small pursuits as well as large scale, complex proposals

  • Fluent English with experience writing customer proposals

  • Proven presentation skills

Domestic Delivery