Applications Management Sales and Solution Representative

Job ID GBS-0622102 Job type Full-time Regular Work country United Kingdom Position type Professional Work city - Any Posted 27-Nov-2013 Travel Up to 5 days a week (home on weekends-based on project requirements) Job area Consulting & Services Business group Global Business Services Job category Sales Business unit AS Job role Solution Representative Job role skillset Application Management Commissionable/Sales-Incentive jobs only No

Job description

As a sales person in the IT Services marketplace, IBM is the company to work for. Our vision is clear through our roadmap to 2015 of generating higher value for our clients and for the market. This is supported by our investment in services and software as the core of our business mix, as described in our newly released annual report available at http://www.ibm.com/us/en/. It illustrates 2011 as another successful year continuing long-standing trends that have doubled our pre-tax income margin since 2000 and doubled our share price since 2009. Application Services is key to IBM’s overall strategy and when you join our team you’ll be part of an exceptionally strong business: we are increasing market share from global enterprise application outsourcing deals through mid-tier ERP application support services to service offering and cloud-based application services. This success is across a mix of clients from global enterprise through to SMB and our growth includes extending long-term relationships and developing new-name clients. You will have experience of the end-to-end Application Management Services sales model and have proven success in either Sales leadership of complex global enterprise multi-year application services outsourcing deals or selling and solutioning mid-tier ERP outsourcing pursuits. Experience in developing executive and senior management relationships is therefore essential, as well as the ability to identify and develop the most attractive opportunities for potential engagement; opportunities which you’ll decide whether to engage, disqualify, or refer to other IBM groups. You’ll possess experience of business development, constructing compelling value propositions, solution development, leadership and development of commercial and contractual approaches. You’ll bring passion, credibility and a point of view to our clients to help them solve their business challenges. You’ll also have the ability to leverage your sales experience and demonstrate a strong will to win. If this sounds like you, you take a look at http://www-03.ibm.com/employment/ to find out more about what IBM is like to work for. Required Capabilities - Excellent leadership skills, an eye for business growth and a talent for building successful client relationships are essential, as well as: - Experience in at least one business sector and the ability to work across multiple sectors or industry verticals - A successful track record of Application Management Services (AMS) and ERP AMS sales and account growth - Deep relationships at CxO level which are capable of being leveraged by IBM - An understanding of the AMS marketplace including competitors, value propositions and channels to market - A deep understanding of the sales, commercial, account management, delivery and general business model; and be competent to develop and deploy competitive strategies against our competitors - A Consulting Approach to selling including the ability to influence senior stakeholders and experience of being part of the contract negotiation team in building sound commercial models You will also .. - Be willing to travel as required - Have outstanding teamwork skills working across various groups - Possess excellent written, presentation, and oral communication skills - Be comfortable presenting to any size of group at any level

Required Bachelor's Degree English: Fluent

Preferred Information Technology Perform Negotiations : Applied Apply Innovation to Business Development : Applied Perform Bus Devel Opp Analysis and Qualification : Mastered Develop Win Strategy : Applied Lead Proposal Development : Mastered

IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.