Digital Sales Specialist

679168BR

Introduction

At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your Role and Responsibilities

Account management to secure logo and MV revenue through end to end management of renewals, dealing with TPM threat and client/contract retention.

Provide accurate revenue forecast in the assigned territory and mitigate revenue erosion in line with market expectations- engaging with market leaders when appropriate.

Identify and close Net New logo revenue within the DS account set by executing on TSS Brand Logo sales plays/direction (Service Extensions, WAXIT, EOS, Tom3/Winback, Premium Services, High End Server&Storage,and System Z pull forward) to increase revenue using the BSS/BPS teams if required.

Be a ISS SME and single point of contact for all clients –prepare for service review calls, escalation focal point, inventory management.

Assist the channel partners with overdue renewals and articulate TSS offerings to assist in closing deals when appropriate.

Engage with Systems Group to include ISS offerings on deal structure in order to maximise IQR and protect current revenue stream.

Engage with clients for debt collection.

Ensure high satisfaction rates on NPS.

Required Technical and Professional Expertise

Renewals are owned by DS but worked in collaboration with the MV seller. (Exceptions are if there is a level of complexity (i.e. RFP, OMDT, new seller, maxed seller, or other), then the MV seller will engage. This is at manager discretion agreed on the weekly interlock calls)

The DS seller is responsible to have x3 opportunities pipeline

Discuss specific MV sales play with clients to uncover need/opportunity.

Have a MV whitespace view for top 10 clients in territory

Look to grow Logo renewals by adding in MV business

Collaborate with MV sales team to create a seller engagement plan within territory and facilitate calls to introduce MV seller to client.

Pass leads to MV sales team when opportunity Identified.

Account manage existing and net new MV business following contract implementation.

Preferred Technical And Professional Expertise

NA

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

IBM wants you to bring your whole self to work and for you this might mean the ability to work flexibly. If you are interested in a flexible working pattern, please talk to our recruitment team to find out if this is possible in the current working environment.

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.