IBM

Digital Sales Specialist

Posted On

Oct. 24, 2024

Location

Mumbai, Maharashtra

Experience Level

Professional

Job Type

Permanent

Apply By

Nov. 22, 2024

Job Description

Introduction
Digital Sales Solution Rep need to focus on ISA market and support Direct and Channel Sales of TLS team on Software subscription and Hardware Warranty prices at the point of Sales and after warranty need to renew the Hardware AMC/ MA and Software subscription of all warranty exit boxes in all ISA market. Support Digital Sales leader and Country Logo business leader on conversion of subscription drive business outcome. Provides pipeline analysis, daily/weekly standard deliverables and insights and supports overall unit sales cadence process

Your Role and Responsibilities
Works with customers and account managers to directly to drive services growth, attachment of professional and maintenance services offers to product purchases, and secure Hardware maintenance renewal. Drives scalable, repeatable processes to increase services revenue to the business. Maintains account team relationships and transfer leads as appropriate. Maintains an opportunity management funnel and participates in regular account/territory planning sessions with account managers that apply to their area of specialty and to the opportunities that they will focus on to drive revenue for the company. Articulates the company’s solutions’ abilities to solve customer business problems; distinguished from other sales roles by providing in-depth solution expertise on a given segment of the business. Requires a mature solution selling approach with an established sales record including maintenance sales experience. Demonstrated experience with large quotas and/or selling to C-level executives. Ability to mentor associates within services sales community. Typically requires 5 to 7+ years’ experience and a Bachelor’s degree or equivalent experience. MBA is preferred
Responsibilities:

Professional Services, Maintenance and Operational Services sales
Manage maintenance renewals with a focus on profitable multi‐year agreements, clearly defined deliverables, and a price book to capture upgrade related revenue.
Align service proposals to specific customer requirements
Close working relationship with sales and the service delivery teams, specifically the Service Engagement Managers and consulting teams.
Increase revenue from existing customers.
Building new revenue streams from Systems Integrators / Service Providers channel partners
Increase services value proposition to customers and sales teams.
Ensure new opportunities have the appropriate maintenance value proposition and multi‐year agreements with clearly defined deliverables and price book for future growth.
Transformation of the sales engagement model to be strategy lead and capable of moving up the “food chain” to allow for an earlier and business level engagement of the services team, specifically the consulting team.
Develop opportunity specific “Service Solutions” to address non‐standard engagement models, such as Service Provider or Systems Integrator led sales engagements.
Focus On Multivendor Business to capture from all existing customer to increase the portfolio of IBM
Required focus and increase business the Business Partner
Train and educate the Business Partner sales team to increase Stream revenue

Required Technical and Professional Expertise

Typically requires 8 to 10+ years sales experience and a bachelor’s degree or equivalent experience. MBA is preferred.
Contextual understanding of the Technology Lifecycle Services Business Unit within IBM and also the background understanding of the dynamics of Technology Lifecycle Services Business.
Experience in Sales, inclination to work on Maintenance/Multi-Vendor Services / Software Support Subscription Business
Attention to detail and Proven problem solving / business analysis skills
Ability to work independently and in tight deadlines and is highly results driven
Proven organizational skills and time management skills, collaborative, works well in a team environment
Can work independently

Preferred Technical and Professional Expertise

Proven soft skills, analytical skills, team player, excel skills and Customer Satisfaction
Having clear understanding on IBM Hardware Maintenance ,Multi-Vendor Services and Software Support Subscription Business.
Ambitious individual who can work under their own direction towards agreed targets/goals and with creative approach to work
Intuitive individual with an ability to manage change and proven time management
Preference is given to candidates who IBM Logo hardware work experience and TLS Brand exposure in Sales.

About Business Unit

IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

Your Life @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

About IBM

IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

Location Statement

When applying to jobs of your interest, we recommend that you do so for those that match your experience and expertise. Our recruiters advise that you apply to not more than 3 roles in a year for the best candidate experience.

For additional information about location requirements, please discuss with the recruiter following submission of your application.

Being You @ IBM

IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

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