SERVICES CLIENT REPRESENTATIVE – IBM GTS Job in Gurugram at IBM India Private Limited

Job Description

Infrastructure Services Client Representative is responsible in a hunter capacity for identifying, developing, and closing integrated solutions that address their client s business needs (both from an industry and business point of view).

When opportunities are identified, you will be working closely within the IBM ecosystem to leverage other IBM resources who can assist in closing the opportunity.

The SCR is responsible for leading conversations with Senior IT Executives and Line of Business for existing and new clients in identify starting points to create opportunities for new contracts or to expand existing scope. You must develop, progress and bring your identified opportunities to signature. In addition, you must take the leadership role of the IBM engagement team as well as lead the conversations with the client.

The SCR will use the IBM network and resources to assure a proper coverage model of all client stakeholders. Together with the team, you will develop an IBM value proposition which is tailored to the client s needs and designed to meet the client s expectations, budget and needs.

Your main focus will be to identify new fields of interest for IBM Services for Managed Application on Cloud, Resiliency and Security Services, Data Management Services, Hybrid Cloud Services and Enterprise Infrastructure Services to help clients transform their business, needs, drive digitalization while enabling hybrid multi-cloud environments combined with IT & platform sourcing models.

Primary Job Responsibilities

Achieve assigned contract signings and revenue targets as a Technical Solutions Seller

Own complex, long sales-cycle opportunities requiring multi-service lines and cross-brand integration with selected IBM and non-IBM clients.

Hold your ground with technical conversations at the CTO / CIO / Head of IT levels

Develop opportunities of $500k to $10 Million (USD) - be it transformational outsourcing tied to business outcomes or integrated managed services or discrete project services.

Be the prime owner for IBM proposals and commercials with a unique differentiated IBM value proposition for opportunities whether RFP driven, sole source or identified through business development initiatives.

Lead the techno-commercial-legal negotiation and drive closure of opportunities with Clients, then ensure a smooth transition to Delivery.

Lead multiple opportunities concurrently, although typically in different sales stages.

Close the opportunity by pricing the solution using appropriate tools and using architecture work products.

Develop a compelling business case for the proposed solution which shows the cost case and ROI, and a well-defined scope of work (SOW / proposal) that clearly differentiates IBM from competitors.

Advise client on the delivery capability to build client confidence in IBM s unique ability to partner with the client organization to achieve desired results, minimize risk, and meet negotiated targets (milestones, SLAs, budget, etc.) while maximizing IBM s revenue, profit and client satisfaction.

You will be expected to develop a strong understanding of the IBM sales processes, techniques, and tools over time.

Required Technical and Professional Expertise

Experienced C-level IT services seller, appropriate and articulate taking care of clients at the most senior levels

At least 7 to 9 years working experience in IT sales field with a total experience of 15 years

You are expected to bring a network at C-level that you can easily approach

A track record of sales leadership in negotiating and closing transformational services engagements (through compelling value propositions)

A track record of 3 years in selling public cloud / hyperscale solutions (Microsoft, Amazon. Google, IBM)

A track record of meeting or exceeding sales goals

Ability to take care of and lead highly complex situations and environments

Highly organised, self-driven and able to work with minimal supervision

Ability to story tell and simplify the solution context and outcomes.

Innovative and creative in solving complex problems

Ability to collaborate and bring together a unified approach with multiple stakeholders to deliver outcomes.

Ability to sell in a virtual environment, typically face-to-face, but during COVID you have to execute meetings effectively from home via tooling such as Webex

You understand cross-industry and day-to-day concerns experienced by CxOs in running complex IT infrastructure environments together with an ability to position the unique value of our services to address these concerns

Ability to develop and maintain comprehensive technical sales knowledge in cloud (services) solutions, along with financial and selling skills

Personal drive, tenacity and energy and results oriented

Strong communication and presentation skills with the ability to produce and deliver powerful and persuasive presentations - comfortable in presenting to both small and large audiences

Excellent written and oral communication skills.

Sales forecasting and deals / closure assessment traits and be a believer in CRM hygiene

Maintain relationship with OEM s like Lenovo, Dell, Nutanix, Cisco, Juniper, F5, VMWare etc

Preferred Technical and Professional Expertise

You need to demonstrate the following technical expertise:

A solid grasp of private / hybrid / public clouds and legacy IT infrastructures

Highly familiar with public and private cloud technologies (e.g. AWS, Azure, Google, IBM, VMWare), preferably based on certifications and based on at least two years of hands-on experience

Able to maintain in-depth knowledge of competition s offerings and strategies

Lead the development of integrated solutions including terms and conditions to create a final customer proposal

Anticipate complex problems relating to our offerings and customer engagements and implements solutions.

Experience in the emerging technologies including Red Hat, Kubernetes and containers.

Role:Institutional Sales/Business Development Manager