Business Development Manager

Job description / Role

Introduction
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. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your Role and Responsibilities

Are you a sales professional who is passionate about selling and knowing your clients' business and industry? Interested in making a difference for clients with IT solutions that provide results - and a competitive edge?
As an IBM Solution Sales Manager, you're the expert. Passionate about your clients' business - their organization, financials, competitiveness in the market, and business issues - and equally knowledgeable about the unique capabilities of IBM's brands/products and how they can be developed into winning solutions that serve those needs.
You'll also be responsible for navigating IBM in identifying and acquiring critical resources needed to develop the best solution for the client, while applying IBM brand strategies and offerings, methods and models, to ensure world-class design and delivery.

Not only do our salespeople sell some of the world's most innovative IT and business solutions, they get to interact with clients in a wide array of fields. Show everyone how good you really are. Join us.
The Hybrid Cloud Integration Sales Manager will fulfill the following job functions:

- Operates as subject matter expert and sales lead in the areas of middleware, Hybrid cloud Integration and cloud native technology
- Preferably a hunter and hungry for new business successes, generating new business for new accounts and expanding footprint for existing customers
- Leads customer presentations while describing IBM's point of view, solution and proposal through a value-driven sales approach.
- Develops and drive the entire sales cycle, from initial customer engagement to closing sales
- Works towards nurturing the existing accounts
- Maintain a high level of relevant domain knowledge in order to have meaningful conversations with prospects.
- Develop and maintain territory plans which outline how sales targets will be met on an ongoing basis
- Develop and maintain key account plans that identify opportunities for IBM to deliver values to customer
- Experience with solutioning and selling middleware, automation technology
- Experience with developing the financial solution for an engagement based on client requirements, developing business cases, and executing a high value selling
- Lead client negotiations, propose solutions to CXOs, and Evaluation Committees acting as the single point of client contact for all deal-progression activities.
- Can manage multiple opportunities concurrently.
- Collaborates with and acts as a liaison between our customers, sales, pre-sales solution development and delivery teams during the end-to-end engagement and sales process
- The candidate must have the ability to develop pursuit strategies and support new business opportunities, which include defining/qualifying sales opportunities, determining engagement scope and cost projections, formulating potential cloud solutions based on client requirement.
- Candidate must demonstrate the use of proven leadership and consultative sales techniques to develop and broaden sales opportunities and compelling value propositions.

Requirements

Required Technical and Professional Expertise

- At least 12-15 years experience in Software related channel sales
- Demonstrated experience in Cloud
- Excellent communication skills
- Excellent presentation skills
- Proven sales track record in both direct and channel sales
- Understanding and implementation of solutions selling
- Ability to manage customers at all levels
- Technical background is a bonus

About Business Unit
Digitization is accelerating the ongoing evolution of business, and clouds - public, private, and hybrid - enable companies to extend their existing infrastructure and integrate across systems. IBM Cloud provides the security, control, and visibility that our clients have come to expect. We are working to provide the right tools and environment to combine all of our client's data, no matter where it resides, to respond to changing market dynamics.

Your Life at IBM
What matters to you when you're looking for your next career challenge?

Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities - where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust - where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

Impact. Inclusion. Infinite Experiences. Do your best work ever.

About IBM
IBM's greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.

Location Statement
For additional information about location requirements, please discuss with the recruiter following submission of your application.

Being You at IBM
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. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

About the Company

For more than six decades, IBM Middle East & Pakistan has played a vital role in shaping the information technology landscape of the region. Today, IBM is part of the region's technological fabric, solving real-world business and societal challenges, through its offices in UAE, Saudi Arabia, Qatar, Kuwait and Pakistan, and also a diversity of centers across the region.

Within the region, IBM currently has groundbreaking initiatives in cloud computing, analytics, mobile, security, as well as nanotechnology, eGovernment, healthcare and many more, collaborating with leading educational institutes and governments. IBM supports hundreds of clients to drive transformation through technology, contributes to regional research & development programs and has an active Corporate Service Corps (CSC) program.

Reinvention is a keyword in the company's history and, today, IBM is much more than a "hardware, software, services" company. IBM is now emerging as a cognitive solutions and cloud platform company.