Introduction
Your role and responsibilities
- Territory management of assigned accounts. Responsibilities include responding to inbound client requests and contacting clients proactively to sell more services. Seller needs to be familiar with TLS offerings and selling solutions across the portfolio. This includes sales of logo services including renewals and net new offerings and sales of non-IBM/multi-vendor support (MVS) renewals and net new offerings
- Required use IBM Sales Cloud (ISC) to update and progress sales records. Candidate must be able to produce good sales record hygiene and utilize ISC to include comments that reflect client status action items sales stage and steps left to win the opportunity. Records must reflect accurate financial view of the opportunity including a view of current quarter and next quarter revenue projections. Candidate must be able to review records with management on a weekly or as needed basis
- Display excellent oral written and face to face communication skills
- Be able to talk with clients about a wide range of solutions identify and solve client problems. Be able to build relationships with clients to further business with IBM TLS
- Candidate should be able to team with colleagues across the TLS organization including service delivery pricing quote to cash teams Brand Specialist Systems and other IBM sales colleagues to help progress opportunities. Maintain 80% or higher renewal rate
Required education
High School Diploma/GED
Preferred education
Bachelor's Degree
Required technical and professional expertise
- Candidate should be proficient with tools such as Conga IBM Sales Cloud Microsoft Office products (Word Excel PowerPoint) Outlook WorkFlow Connect AccessHub IERP Checkpoint SAP Upsell Discount and Optimization tool/process and other tools required for job performance
Preferred technical and professional experience
- Display excellent oral written and face to face communication skills
- Be able to talk with clients about a wide range of solutions identify and solve client problems
- Be able to build relationships with clients to further business with IBM TLS