- Mid-Market Client Representative
Job Purpose
Responsible for developing, through direct customer contact, an effective, ongoing business relationship with their major small and medium business clients in one or more industry segments.
Key Responsibilities
- Identify opportunities; provide solutions needs, improvement and financial performance for client businesses.
- Select and prioritize the high-growth and value revenue opportunities-
- Participate in or lead cross functional sales and marketing teams-
- Develop client e-business propositions that clearly identify financial and other business benefits-
- Select the appropriate offerings that will meet client's business objectives-
- Select territory distribution channels for solution delivery, with Territory Partner Management.
- Identify and utilize all marketing resources available to help meet territory objectives-
- Ensure total customer satisfaction, market share, IBM revenue and profit
Minimum Requirements
- Bachelor's Degree in relevant field
- At least 3 years experience in developing value propositions, appropriate use of market channels, and in-depth knowledge of the Client´s industry.
- Thorough working knowledge of multi-industry applications and solutions, and in applying World wide CRM Relationship Management Process and Tools.
- Experience in confirming/gaining Client commitment to implement solution(s).
- Solution Representative - Brand Specialist
Job Purpose
Responsible for applying their sales and product expertise in conjunction with Business Partners to close the business for the client.
Key Responsibilities
- Match client solutions to customer requirements and sell client offerings directly to customers or through client Business Partners.
- Develop and maintain expertise in a designated set of client offerings.
- Understand competition and develop appropriate winning sales strategies.
- Present value of client solutions to all levels of customer management and driving product sales and for the customer's satisfaction with the engagement and offerings.
- Ensure effectiveness in teaming with other client sales and technical sales resources to provide complete solutions to customer business requirements.
Minimum Requirements
- Bachelors degree in Computer Science or Information Technology
- At least 3 years experience in software cross brand sales and developing competitive sales strategies
- Thorough applied knowledge of the Software Strategy, including functions and capabilities.
- Experience in implementing Account/Territory Planning and knowledge of contracts / agreements, pricing, terms and conditions, Special Bids etc.
- Experience in developing and maintaining working and personal relationships with high-level decision-makers within the Customer environment
- Experience in having responsibility to accurately and realistically forecast opportunities to the business.
- Must be fluent in English
Services Sales Leader
Responsible for overseeing the assigned SPL by Assuming Opportunity Ownership
Key Responsibilities
- Maintain deep technical (content) skills in assigned SPL, and a working knowledge of other SPL portfolio
- Understand competition and develop appropriate sales strategy.
- Apply sales skills to engage and close opportunities with key decision makers.
- Ensure smooth transition from the sales stage to the delivery stage (handoff from sales team to implementation team.
Minimum Requirements
- Bachelors’ degree in Marketing, Information technology or related field.
- At least 2 years experience in Performing Negotiations and Developing Client Relationships
- Experience in Managing Services Sales and Delivery
- Experience in Consultative Selling with a Proven Track Record
- Must be fluent in English
