GTM Sales – GCC

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
As a GTM Sales Executive for Captives

• He / She is expected to interact at the CxO level across multiple businesses at a rapidly growing Conglomerate
• Build relationship with identified client accounts
• He/she will develop the market along with a team of experts across multiple Service Lines and offerings that IBM has to offer to the market.
• The lead salesperson is responsible for the overall sales efforts
• Candidate should have demonstrated performance in Sell & Deliver role with GCC Clients.
• He/She would have consistently executed in at least one of Consumer ( Retail & CPG) Pharma & Life Sciences Professional Services and Travel & Transportation Industry within GCC segment with annual delivered revenue of $3M+ in last 3 years.
• He/she should have an in-depth understanding of the client’s business goals strategies and industry trends and directions.
• This role oversees an organization /wide-ranging initiative across multiple functional areas

Required Technical and Professional Expertise

• Experience in Sales New Logo acquisition and Account Growth for Captives
• Must have experience in acquiring new Captive clients relationships/connects with multiple Captive center heads Program directors and procurement.
• Demonstrated ability to lead win and successfully deliver consulting services engagements.
• Proven deep client relationships and drive the advisory and analytics agenda
• Proficiency in negotiation skills and opportunity management experience
• Expertise to work across different service lines to add value to client conversations
• Proven ability to enhance value of an opportunity through new technology and digital
• Hands-on experience in door opening conversations opportunity identification opportunity qualification and consultative selling to clients
• Proven ability to enhance value of an opportunity through new technology and digital
• Prior experience in technologies like SAP and Non-SAP / Shared service / application Management / IOT/ Blockchain/ AI / Analytics

Preferred Technical and Professional Expertise

• Proven ability to work across different service lines to add value to client conversations
• You love collaborative environments that use agile methodologies to encourage creative design thinking and find innovative ways to develop with cutting edge technologies
• 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
• Proven interpersonal skills while contributing to team effort by accomplishing related results as needed
• Up-to-date technical knowledge by attending educational workshops reviewing publications