Territory Sales Representatives at IBM - International Business Machines

Job description
Territory Sales Representative role is to develop and implement a business strategy, a business plan and a sales strategy utilizing face to face IBMers, business partners and marketing to achieve business objectives. Sales objectives include revenue, profit, services signings and customer satisfaction, etc. This requires a thorough understanding of the local marketplace, marketing management and strategy, sales strategy, IBM partner guidelines and capabilities. Representative uses the appropriate distribution channels that are designed to meet the client's business objectives and provide a significant financial return to IBM.

Territory Sales Representative has the authority, with executive review, to make all commitments on behalf of IBM, including terms and conditions, resources and financial arrangements. Territory Sales Representative maintains effective business relationships with senior management and executives and, as required , influences client executive management. Representative is accountable for total customer satisfaction, market participation , IBM efficiency and effectiveness, and revenue within the territory and may act as the senior IBM interface with some key customers.

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 include

• 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

• High School Diploma/GED
• At least 4 years experience in Large enterprise sales and Industry Solution selling
• At least 4 years experience in Meeting business and sales objectives
• English: Fluent

Preferred

• Bachelor's Degree