IBM MidMarket MSP / BDM Leader South Africa

Job description
Operates as subject matter expert and sales lead in the areas of infrastructure management services Have a conceptual/operational background in server, storage, middleware messaging platforms/technologies, event management, monitoring, ITIL service management, service quality management, continuous improvement, and global sourcing concepts.

Master and apply expert knowledge of the client’s business, strategies and goals within the industry. In-depth knowledge of the client’s major IT architectures, systems, information flows, applications and their links to customers and suppliers. Leads customer presentations while describing IBM’s point of view, solution and proposal through a value-driven sales approach

Experience with developing the financial solution for an engagement based on client requirements, developing business cases and executing a CFO-targeted financial sale

Can lead client negotiations, propose solutions to CXOs, and Evaluation Committees acting as the single point of client contact for all deal-progression activities

Can manage multiple opportunities concurrently

Conducts formal education sessions in the areas of Infrastructure Management Services to various stakeholders, IBM internal communities, business partners and customers

Collaborates with and acts as a liaison between our customers, sales, pre-sales solution development and delivery teams during the end-to-end engagement and sales process

Anticipates future client problems in industry and information technology trends and develops realistic visions and strategies based on risk management plans. Makes decisions based on scope of the deal and possible trade-offs to best meet client’s objectives within the limits necessary to win the contract.

 

CONTRIBUTION/LEADERSHIP

Develops and implements market strategy and plan to target key clients within the industry. Develops relationships with clients and external associations to enhance position in the market. Recognized as an expert and leader in the formation of strategic relationship with client to develop long-term business solutions that provide client competitive advantage.

In-depth knowledge of the industry trends, directions and goals as well as competitive strategies and offerings.

Directs resource team to ensure appropriate quantity and quality of technical/services resources are deployed. Leads team of professionals and provides ongoing guidance in the development of solutions for large or complex opportunities. Typically leads several opportunities concurrently.

The candidate must have the ability to develop pursuit strategies and support new business opportunities, which include defining/qualifying sales opportunities, determining engagement scope and cost projections, formulating potential solutions based on client requirements.

Candidate must demonstrate the use of strong leadership and consultative sales techniques to develop and broaden sales opportunities and compelling value propositions.

 

Required
Bachelor’s Degree
At least 3 years experience in Face-to-face Opportunity Identification
At least 3 years experience in Selling to Data Center Executives
At least 3 years experience in Leveraging Partners/Solution Providers
English: Fluent

 

Preferred
Business/Management
At least 5 years experience in Face-to-face Opportunity Identification
At least 5 years experience in Selling to Data Center Executives
At least 5 years experience in Leveraging Partners/Solution Providers

 

Additional information
Accountable for business unit and specific personal objectives, including revenue, profit, expense, and customer satisfaction.

Develops the strategies and tactics that will win the business, competitive strategies, tactics and responses.

Manages to a high level of customer satisfaction. Designs and implements plans to increase customer satisfaction. Has overall marketing responsibility for the final proposal to the client.

Applies creativity and judgment in developmental work on very complex opportunities or other projects within the business environment.

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, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

 

How to Apply

Click here to apply online

Job ID	S_D-0624391	Job type	Full-time Regular
Work country	South Africa	Position type	Professional
Work city	Johannesburg	Posted	10-Sep-2014
Travel	25% travel annually	Job area	IT & Telecommunications (non consulting)
Business group	IBM Sales & Distribution	Job category	Sales
Business unit	GblBP&MM	Job role	General Other Sales
		Job role skillset	General