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. To lead in this new era of technology and solve some of the world's most challenging problems.
Power Systems Sales are consultants to IBM clients and business partners. You'll be expected to lead for strategic, customer-facing opportunities centred around our System Hardware – Power Systems portfolio. You'll deliver industry centric business solutions to clients, partners and integrators. As a client-facing, sales professional, you will be guided by IBM's purpose –to be essential to its clients. We are seeking individuals interested in making an impact on selling IBM's System portfolio. If you have Linux, Unix, or Windows server experience, this would be the perfect opportunity!
This role will be responsible for proactively reaching out to clients and their partners to understand the data protection needs of their clients, providing solution approaches to meet those needs, and teaming with the local technical sellers to gain customer concurrence for sponsorship of a solution purchase. During this sales cycle you will be responsible for delivering presentations, negotiating deals, and providing high level TCO/ROI engagements. You will also provide leadership by working the extended IBM Systems team and partnering with other sales leaders on key account strategies and competitive positioning, teaming with field enablement teams and the technical community as a whole.
Key activities and responsibilities include:
· Articulating the business value of IBM systems solutions and products to senior managers and technical decision makers.
· Understand well on how Singapore Public sector sales cycle/patterns and tender process
· Collaborate with IBM Pre-sales, Technical and Services teams to define, design, and detail the aspects and feasibility of proposed integrated solutions.
· Work with the technical team to deliver effective Proof of Concept (POC), Proof of Technology (POT), support critical situations.
· Ability structure complex project and position our solutions in competitive scenarios.
· Identifying, developing and closing opportunities in the territory, whether sourced by IBM business partners or resulting from a direct customer engagement.
· Working within a matrix environment with IBM client teams and business partners to span the entire trajectory from opportunity identification to deal closing.
· Building, managing and progressing a pipeline to achieve sales objectives.
· Maintaining an accurate forecast and an up-to-date status of deals in progress
· Must have 5+ more years of IT sales experience and show a solid track record of quota attainment.
· Must have a track record of selling and engagement with Singapore commercial accounts, Distribution & Industrial segment account acquisition, as well as management of existing accounts.
· Must be self-motivated and have the ability to network across a broad team.
· Must be comfortable in both a technical dialogue (understanding the customer’s IT infrastructure and technical objectives) as well as a business dialogue (explaining the TCO reductions or ROI benefits of our solutions).
· Experience in AIX/Unix, IBMi, Linux servers would be preferable.
· Demonstrated knowledge and selling experience of IBM Power and associated solutions would be preferable