Brand Client Representative - NZ Storage Sales Specialist, Lower Hutt in Lower Hutt, Wellington
Job description
The Systems and Technology Group (STG) is often referred to as the "hardware" division of IBM. IBM Systems are designed around the core principles of collaboration, openness and virtualisation; essential ingredients within an integrated infrastructure to move businessesto the next generation of computing — collaborative processing. Collaborative processing is what happens when an organization transcends its standard organizational boundaries, changing the way people interact with each other and with the IT environment that supports them.
The Systemsand Technology Group portfolio includes Mainframe, Power, Storage, Networking, System Software and Integrated Solutions.
JOB PURPOSE
The Storage Sales Specialist role is responsible for selling the full range of IBM Storage offerings. This senior sales professional position will lead large and/or complex opportunities, and is responsible for winning business and achieving assigned business targets. This will require development and execution of market strategies to replace competitive technology in the assigned territories/ accounts, and requires the individual
to understand the current installed technology portfolio and be able to articulate the technology value our products brings to the clients.
PRINCIPAL ACCOUNTABILITIES
The Storage Sales Specialist will work with client representatives, brand specialists and business partners to develop a clear and compelling value proposition for the client, which will result in improved Storage share of wallet within these accounts.
The Storage Sales Specialist will work independently and take the lead in representing IBM for client engagements.
* Achieve the NZ STG Storage sales and margin budget.
* Develop and implement the agreed NZ STG Storage sales strategies and ensures the extended IBM sales team achieves the Storage category business objectives.
* Prepare and submit sales budgets, reports and forecasts inaccordance with required deadlines.
* Identify and pursue Storage growth opportunities with new and existing clients, enabling collaborative working relationships between the STG and the Client, GTS & IGF based sales staff to secure business.
* Develop and maintain a sufficient active pipeline of prospects list to achieve target.
* Ensure adherence to IBM preferred sales principles and process in accordance with legal and ethical standards.
* Proactively utilises market intelligence to support growth opportunitiesof IBM Storage.
REQUIRED SKILLS, KNOWLEDGE
* Strong sales experience and ability to understand and foster strong client relationships.
* The ability to work with different lines of business, and the ability to have financial & strategic conversations at CEO, CIO & CFO level.
* Experience in leading complex sales engagements both direct sales and in conjunction with IBM Business Partners.
* Experience in leading large and/or complex deals and the ability to win new business.
* Has a comprehensive knowledge of STG Storage category offerings.
* Market knowledge on the competitive landscape, IBM business and brand strategies and how these translate into solutions which address clients needs and their strategic intents.
* Experiencedin defining winning approaches and goals, especially as it relates to designing solutions to meet customer needs and defining sales action plans.
* Deal maker capability, with effective negotiation skills with multiple customers, team members, business unit executives resulting in successful closing of the sales.
* Effective time management, decision making , management and organisational skills.
* Manage Both Inte
al and Exte
al Client Relationship
Required
* Bachelor''s Degree
* At least 10years experience in Sales experience with minimum 5 years in IT industry
* At least 5 years experience in Competitive Sales experience
* At least 3 years experience in Strong business acumen and C-level presence
* At least 5 years experience in comprehensive knowledge of Storage category offerings.
* At least 5 years experience in Experience in leading large and/or complex deals and the ability to win new business.
* English: Fluent
Additional information
Follow us on **Facebook**
Follow us on Twitter **@IBMCareersANZ**
For further inquiries please contact Nisha Panchal at **http://au.linkedin.com/in/nishapanchal/**
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.
*Job ID:* S_D-0663109
*Job type:* Full-time Regular
*Work country:* New Zealand
*Position type:* Professional
*Work city:* - Any
*Posted:* 23-May-2014
*Travel:* 25% travel annually
*Job area:* Sales
*Business group:* IBM Sales &Distribution
*Job category:* Sales
*Business unit:* STG Sales
*Job role:* Brand Client Representative
*Job role skillset:* Storage Solutions
*Commissionable/Sales-Incentive jobs only:* Yes
Location
NZL
Company
IBM
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