IBM Server Solutions Brand Sales Specialist in JOHANNESBURG, South Africa

Job Description

Over the past 100 years, IBMers all over the globe have helped make the world work better and smarter. In this new era of Cognitive Business, IBM is helping to reshape industries by bringing together our expertise in Cloud, Analytics, Security, Mobile, and the Internet of Things: Changing how we create, collaborate, analyze and engage. From transforming healthcare to improving the retail shopping experience – it’s what IBMers do. In Africa, we’ve been changing the way the continent does business for more than 50 years, and as our company continues to grow, we’re looking for talented professionals to join us in this new era.

Join us and be part of a diverse and global team of thinkers and doers and make an impact.

Job description

IBM is looking for a Systems Group: Hardware Server Solutions Brand Sales Specialist. This role will be responsible for the System Z (Mainframe) and System P (Power) in South Africa.

The Server Solutions Brand Sales Specialist is responsible for developing solutions that address our client’s business needs and deliver client value. The Server Solutions Brand Sales Specialist will work to create solutions which are tailored to client’s business needs and integrate the capabilities in a way that is valued by the customer and superior to the competition. In this role, it is essential to be able to apply industry specific knowledge and experience to bring new business and technology insights to assigned clients.

Further Responsibilities:

• Sell System Z (Mainframe) and System P (Power)

• Territory / pipeline management

• Opportunity identification

• Lead Proof of Concepts, demonstrations, client workshops and presentations

• Quotes / pricing, and other proposal development activities

Key challenges include restoring top line revenue growth, attracting workloads to the System Z (Mainframe) and System P (Power) platform and stop shift to x86, consuming capacity that is not utilized in assigned clients. This role is responsible for managing revenue and gross profit via a balance between pricing to win, protecting workload migration and maintaining brand premium, and shifting the sales coverage model to focus beyond traditional transactional sales.

Required Technical and Professional Expertise

  • At least 5 years experience in planning and leading negotiations with the highest levels of customer management

  • At least 5 years experience in building and maintaining personal connections with multiple customers

  • At least 5 years experience in multiple specialties (i.e. Power and Mainframe competitive platforms) relative to technical and sales capabilities

  • At least 5 years experience in business operations, understanding organization resources, priorities, needs and policies that relate to staffing, engaging, and winning sales opportunities

  • At least 5 years experience in designing total integrated solutions (i.e. hardware, software and services, cloud, security, analytics) including offerings from other specialties, to meet complex customer business requirements

Preferred Tech and Prof Experience

  • At least 6 years experience in planning and leading negotiations with the highest levels of customer management

  • At least 6 years experience in building and maintaining personal connections with multiple customers

  • At least 6 years experience in multiple specialties (i.e. Mainframe and Power and competitive platforms) relative to technical and sales capabilities

  • At least 6 years experience in business operations, understanding organization resources, priorities, needs and policies that relate to staffing, engaging, and winning sales opportunities

  • At least 6 years experience in designing total integrated solutions (i.e. hardware, software and services) including offerings from other specialties, to meet complex customer business requirements

EO Statement

Affirmative Action and/or EE candidates will be given first preference as per our employment equity strategies.