We have two opportunities - Client Executive:1. Distribution2. Telecommunications, Media & EnergyYou will serve as the customer lead advocate within a large territory including many complex, diverse clients/industries and manages key client IT, LOB and buyer group customer relationships. Responsible for maintaining outstanding client satisfaction. Identifies and manages revenue generation via frequent communications within a large, diverse and complex territory assignment. Identifies major opportunities, and works with, engages, or directs a team including the Territory Sales Representatives (Opportunity Sales Team) Client Executives, Client Representatives, Sales Representatives, Business Partners and others as appropriate. Leads qualification, sizing and prioritizing of opportunities. Leads as the central focal point, aggregation of the elements of a complete customer solution. Oversees the building of a customer records database to support opportunity pipeline management. Leads development of a reporting structure that provides follow up for territory sales teams in closing the sale. Ensures that all high value opportunity customers understand the solution and its benefits, pricing. delivery, warranty and contract information and any other relevant terms and conditions. Leads the follow up on quotes, contract submissions within IBM and with complex customers to accelerate and close the sale. Identifies, establishes and manages ongoing relationships with the IBM team that generates increased IBM revenue in the assigned territory. Identifies and leads significant team initiatives. Engages, builds relationships, and works effectively with leading business partners to ensure their participation in successful, cost effective achievement of sales objectives.
Has the authority with executive review to make all commitments on behalf of IBM, including terms and conditions, resources and financial arrangements. Clearly articulates complex business issues. Leads identification of business and industry solution opportunities and recommends to senior management those IBM product and services offerings that address significant opportunities or pervasive customer business issues. Is the Commercial expert on IBM products/services/solutions, selling techniques, productivity tools, competitive offerings and sales approaches, and the customer territory, organization and decision makers. Responsibilities of an ISR assigned to Aligned and Integrated Coverage Model accounts may vary from responsibilities of and iTSR assigned to Territory Coverage Model accounts. Assumes additional responsibilities as assigned.
SKILLSEnvironment:Leads, leverages and influences the IBM organization and acquires appropriate territory coverage resources to achieve IBM Commercial Objectives
Establishes for the client IBM's and Commercial's superior value proposition in leveraging business results and gains commitment for long term relationships.
Expert in positioning IBM as vendor of choice in complex competitive environments.
Works with Territory Partner Management to select and engage business partners in high value opportunities. Demonstrates thorough knowledge of the business partner community, the strengths and value-add of each partner, how to effectively engage them across the territory and builds strategic relationships to maximize their long term sales effectiveness.Demonstrates superior relationship management and leads CRM application across a large opportunity, complex territory/clients to develop customer loyalty. Viewed as the client relationship expert.
Demonstrates a superior capability to leverage and close sales through articulate, clear, succinct telephone communications.
Demonstrates application of creative probing, questioning techniques to identify and expand selling opportunities in complex client environments.
Leads outstanding application of the IBM Signature Selling Method and directs advanced consultative selling approaches within Commercial.
Recognized as the negotiation expert and leads application of negotiation skills with customer decision makers in complex environments.
Problem Solving:Leads the selection and application of the most effective tools to establish, maintain and analyze a customer data base that selects and prioritizes all opportunities.
Directs the development of accurate forecasts prioritizing high value opportunities and that ensures attainment of sales quota.
Leads the identification and acquisition of team resources required to accelerate or expand a sales opportunity.
Recognized as the expert of IBM products/services/solutions to close large, complex customer opportunities.
Communication/Negotiation:Recognized as the expert in application of highly effective and balanced use of all methods of communication including voice, e-mail, written correspondence with the customer throughout the sales cycle.
Leads the identification and assessment of the impact of client issues or complaints, and organizes the support and negotiates resolution.
CONTRIBUTION/LEADERSHIPProvides direction to others in Commercial and may manage a team of territory sales representatives, partners, marketing, Commercial and services representatives with business and personal skills that complement each client, to leverage sales. Acts as mentor for Commercial sales leadership.
Leads the identification and selection of the top IBM opportunities and establishing the requirements to close the business.
Directs the selection and recommendation to executive management for high contribution improvements in the use of Commercial to expand sales, free territory sales resources, improve productivity and cost effectiveness.
IMPACT ON BUSINESS/SCOPEDevelops and establishes advanced, creative telephone sales approaches that identifies, cultivates and expands sales opportunities and ensures that sales goals are met/exceeded.
Recognized as the IBM advocate for high potential or challenging clients, building long term customer loyalty and consistent revenue growth for IBM.
Develops challenging sales/selling objectives and goals for him/herself and for the Commercial team overall that will ensure that revenue/customer satisfaction objectives are met/exceeded.
Recognized as an expert and mentor in telecoverage techniques within Commercial