Job closed
Ref: RP805-1386
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
The Senior zSoftware Sales will lead z Cross Brand software sales into IBM's existing and new accounts across Egypt. So. The candidate will be required to focus on selling IBM z Systems (mainframe) software solutions to meet/exceed software revenue targets set while looking after key client satisfaction/relationship objectives. A thought leader to their clients, the candidate will understand the IBM software portfolio, effectively articulate (present) at all levels to their clients - from high-level architectural business to a financial and executive management level. The successful candidate will possess an ability to articulate the business value of solutions while applying their knowledge, developing relationships across all levels to act as a trusted adviser to their clients. As a senior IBM seller in the IBM cross-brand software business the candidate will need to be a role model, inspire IBM sales and technical teams, their clients, and their colleagues around them, work with extended teams, driving a culture of sales eminence while delivering client value and meeting defined sales targets.
- Cultivate a senior client and supporting partner relationships to develop insights into market needs, client challenges, and client buying behavior while creating and delivering value propositions that respond to clients' business drivers.
- Establish C-Level relationships across Lines of Business and Technology
- Understands the client's business, including their organization, financial decision-making process, and business challenges to deliver client value. The ability to drive end to the end sales process
- Accountable for their sales performance to meet the IBM business and client commitments and promote long-term client relationships.
- Responsible for end-to-end deal progression from ideation through to closure.
- Ensures and acts with integrity in all engagements.
- Work with the Local & World Wide IBM organization to collaborate in their roles.
- Will interlink and Utilize the Technical Support organizations' (pre-sales, post-sales, labs, research, etc.) capabilities to drive business performance to ensure client satisfaction.
- Leverages cross-IBM solutions, client, industry, and marketplace knowledge to drive a growth strategy that creates for the client a consistent perspective.
- Collaborates and links the broader IBM organization, the IBM business partners, and the WW IBM organization to meet the business objectives
- Effectively leads and communicates the sales strategy to motivate colleagues, creating a high-performing and collaborative environment, and unify team IBM.
Requirements
Environment
- Applies expert understanding of sales processes, including the IBM Client Value Method.
- Applies mastery of business acumen, including an understanding of the customers' business, industry, economic trends, issues, and competition.
- Demonstrates a deep understanding of organizational resources, priorities, needs, and policies, both IBM and clients.
- Demonstrates comprehensive knowledge of IBM strategies, offerings, and technologies. Applies knowledge of information technology and leading-edge solutions related to the client's business.
- Leads IBM and business partner resources working across virtual teams with various levels of skills, technical expertise, and tenure to deliver a superior total client experience.
- The candidate will work with the Software Client Leaders (Software account managers), Software Client Lead specialist sellers, architects in developing and executing a strategy for the System z accounts in the territory.
- The candidate will work with the other Business Units (Cloud, Systems Middleware, Security, etc) in developing and executing a strategy for their z System accounts in the territory.
- The candidate will lead the development of all aspects of the zSW Business to drive growth in the zSW business in Egypt.
- Serves as a role model for IBM Values and operates with a client value mindset.
Required Technical and Professional Expertise
- Possess a deep understanding of the Z competitive landscape
- Track record of exceptional client service engagements, meeting and exceeding quotas
- Demonstrated sales leadership experience including P&L management
- Demonstrated executive presence & communication skills
- Proven leadership skills & cross-team collaboration
- Experience working in high-pressure environments
- Minimum of 5 years experience selling complex software (quota based) & building sustainable client relationships
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.