Sales Specialist – IBM Collaboration Solutions
Job ID S_D-0541200 Job type Full-time Regular
Work country Australia Position type Professional
Work city Canberra Posted 24-Oct-2013
Travel 10% travel annually Job area Sales
Business group IBM Sales & Distribution Job category Sales
Business unit Software Sales Job role Solution Representative - Brand Specialist
Commissionable/Sales-Incentive jobs only Yes
Job description
For over 100 years IBM has set the pace for innovation and we aren't stopping now. With over 430,000 employees in almost 200 countries we're always on the look out for new people to join in our mission to build a smarter planet.
IBM’s Software Group holds the dominant market share in groupware products, enterprise messaging, transaction processing and enterprise systems management. Active in both development and consulting, SWG remains at the forefront of the industry by delivering innovative software applications whilst also providing clients with benchmark integration strategies.
IBM is looking for an experienced sales executive to work with clients looking to capitalise on the potential of social and collaborative technologies to drive better business outcomes. You will be working primarily as Sales Specialist responsible for a section of the IBM customer base. In order to achieve client’s expected business results and generate substantial revenue for IBM, your primary responsibility will be responsible to identify new opportunities and drive sales opportunities through the sales process to close the sale.
Expect to work with world class tools and technology and collaborate with some of the best minds anywhere in the industry. On top of that, you’ll be joining a company that is genuinely making a difference to the way the world works.
Your traits:
• You are able to "open doors", create opportunities, prospect and build pipeline using creative campaigns, you have a credible presence in front of senior decision-makers, speaking to them in their terminology, you have cultivated a digital presence with posts demonstrating subject matter expertise in your field and you are able to ask clients the "hard" questions to provoke thought and aggressively qualify opportunities
• You can use your excellent written and verbal communication skills to construct clear and concise proposals, you thrive in a high performance team environment, and can provide leadership to opportunity sales teams, you are determined, focused, persistent, driven, with the ability to work independently and imaginatively nd you are very goal orientated and are not satisfied with just “making plan”
• You are experienced in executing a sales methodology to progress and close opportunities
Your Responsibilities:
• Plan and execute an effective relationship strategy to maintain effective long-term business relationships at the senior level with key decision makers and influencers, plan and conduct complex negotiations achieving lasting agreements and commitments, explain the solution benefits to the customers and overcome their objections, develop solution strategies by engaging in consultative solution selling, involving other resources appropriately, establish and maintain relationships with other parts of IBM, develop effective territory plan and manage the revenue, commit to and deliver results according to monthly targets/forecast
Required Skills:
• Min 1 year of digital eminence as evidenced by presence, content & followers on professional social sites, and at least 2 years experience in applying social technologies to business outcomes (role play during interview)
• Candidates with Federal or Public Sector sales expertise will have an added advantage.
IBM has always been committed first and foremost to its people. We believe true innovation is driven by diversity, so in order to uphold our reputation as an industry-leading enterprise, we rely on people from different backgrounds, different perspectives and different attitudes. So come on board and join us as we enter a new era for our industry – and our planet.
Required
Bachelor's Degree
At least 3 years experience in At least 3 yrs experience in selling software solutions, and knowlege IBM's specific collaboration solutions – IBM Connections, Sametime, Portal, Notes/Domino
English: Fluent
Preferred
Business/Management
At least 4 years experience in At least 3 yrs experience in selling software solutions, and knowlege IBM's specific collaboration solutions – IBM Connections, Sametime, Portal, Notes/Domino
Additional information
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For further inquiries please contact Paula Kilby at http://au.linkedin.com/in/paulakilby/
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.
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