Mid Market Territory Sales Representative at IBM - International Business Machines

Job Description

• Employees in this role develop, through direct customer contact, an effective, ongoing business relationship with their major small and medium business clients in one or more industry segments.
• They identify opportunities, provide solutions to their business needs and improve their business and financial performance.
• Employees in this role require knowledge of the availability and use of all available marketing resources.

Responsibilities

• 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.
• Accountable for total customer satisfaction, market share, IBM revenue and profit.

Required:

• Associate's Degree/College Diploma.
• At least 3 years experience in developing Value Propositions which describe and quantify the business value of the solution, including key value drivers which have been confirmed with the client.
• At least 3 years experience in using market channels appropriately to enhance the sale of offerings/solutions, ensuring maximum profitability for IBM.
• At least 3 years experience in having in-depth knowledge of the Client´s industry and use this knowledge to identify business problems/opportunities and map appropriate solutions.
• At least 3 years experience in understanding how IBM´s business strategy translates into actions to create products and services that meet the needs and expectations of clients.
• At least 3 years experience in having a thorough working knowledge of multi-industry applications and solutions and apply this knowledge in identifying business problems/opportunities and developing appropriate solutions.
• At least 3 years experience in applying World Wide CRM-Customer Relationship Management Process and Tools.
• At least 4 years experience in converting potential opportunities into real opportunities.
• At least 4 years experience in confirming/gaining Client commitment to implement solution(s). Collaborate with the Client to close the opportunity(s).
• At least 3 years experience in implement consultative selling by working with the Client in a collaborative fashion, identifying the Client´s business issues and strategies, and by understanding what is most important to the Client
• At least 3 years experience in implementing the IBM Client Value Method (CVM) with your team as the framework for planning, creating and delivering client value.
• English: Fluent.

Preferred:

• Bachelor's Degree.
• At least 5 years experience in developing Value Propositions which describe and quantify the business value of the solution, including key value drivers which have been confirmed with the client.
• At least 5 years experience in using market channels appropriately to enhance the sale of offerings/solutions, ensuring maximum profitability for IBM.
• At least 5 years experience in having in-depth knowledge of the Client´s industry and use this knowledge to identify business problems/opportunities and map appropriate solutions.
• At least 5 years experience in understanding how IBM´s business strategy translates into actions to create products and services that meet the needs and expectations of clients.
• At least 5 years experience in having a thorough working knowledge of multi-industry applications and solutions and apply this knowledge in identifying business problems/opportunities and developing appropriate solutions.
• At least 5 years experience in applying World Wide CRM-Customer Relationship Management Process and Tools.
• At least 5 years experience in converting potential opportunities into real opportunities.
• At least 5 years experience in confirming/gaining Client commitment to implement solution(s). Collaborate with the Client to close the opportunity(s).
• At least 5 years experience in implement consultative selling by working with the Client in a collaborative fashion, identifying the Client´s business issues and strategies, and by understanding what is most important to the Client
• At least 5 years experience in implementing the IBM Client Value Method (CVM) with your team as the framework for planning, creating and delivering client value.