Hybrid Cloud Portfolio Seller

JOHANNESBURG, GAUTENG

A role for an experienced software seller with strong industry and portfolio skills in the given market segment. Manages a large set of IBM clients in the Commercial segment and whose primary role is to increase IBM revenue in both transaction and SaaS business.
Measurements:
Measurements are transactional and SaaS revenue; additional kpi’s would include YTY territory growth and new logo wins.
Responsibilities:
- Exceed target goals by growing overall revenue (Transaction or SaaS) in a defined territory
- Own and maintain the Executive client relationship, acting as an advocate and trusted advisor, proactively mobilizing IBM resources (Services, Support, Sales, Product Mgmt. etc.. ) on behalf of the client; creating a streamlined IBM client experience
- Ensure clients have access to the right success activities; onboarding programs, training, CSMs, services, support etc..
- Hold regular and effective communication with the client (QBRs, email, social media), maintain client reference-ability and high participation in IBM events (client councils, industry events etc..)
- Pro-actively engage clients, identify any factors that impede customer satisfaction and work to remove roadblocks.
- Maintain a high level of Brand and Market segment expertise as well as competitive intelligence to protect the territory install base.
- Effectively and independently deliver the IBM vision & value proposition for the given solution, demonstrating a keen understanding of market conditions, competitive landscape, industry dynamics and clients’ business goals and pressures
- Defend the account from competition, demonstrate effective use of heat maps, sales plays etc.
- Foster collaboration and work closely with the extended IBM Sales team, as well as Business Partners and channels team to maximize client coverage based on client needs.
- Maintain sales hygiene with accurate and timely forecasting for your book of business, leverage Exec sponsors etc…
- Handle the commercial aspects of the relationship such as contract negotiations with clients, working closely with the sales management, finance and pricing where necessary.

None

Group ID: Digital Business Group (DBG)
Brands: IBM
Country: South Africa
Job Family: Not Applicable

Type: Full-Time

Experience: Mid-Senior Level

Category: Sales

Reference ID: 81052BR

Date Posted: 2017/03/16