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Project Services Sales Lead

IBM Middle East

Riyadh, Saudi Arabia

Ref: RP805-433

Job description / Role

Introduction

Your Role and Responsibilities

Over the past 100 years, IBMers all over the globe have helped make the world work better and smarter. In this new era of Cognitive Business, IBM is helping to reshape industries by bringing together our expertise in Cloud, Analytics, Security, Mobile, and the Internet of Things: Changing how we create, collaborate, analyze and engage. From transforming healthcare to improving the retail shopping experience - it's what IBMers do. As we tackle the world's biggest challenges, our company continues to grow, we're looking for talented professionals to join us in this new era.
Join us and be part of a diverse and global team of thinkers and doers - people who want to make an impact, cultivate their expertise and collaborate with some of the world's top business and technology professionals.

At IBM Global Technology Services (GTS), we help our clients envision the future by offering end-to-end IT infrastructure and technology support services, supported by an unmatched global delivery network. It's this unique blend of bold new ideas and client-first thinking. If you can restlessly reinvent yourself and solve problems in new ways, work on both technology and business projects, and ask, "What else is possible?" GTS is the place for you!

As a consultative Seller you will ensure a management system excellence which controls pipeline progression and drives business sale cycles to achieve signing, revenue and margin targets. You will also be greatly involved with engaging in client conversation by being able to understand detailed customer needs, to explain how IBM can meet those needs.

As a Project Services Seller for System Integration Projects you will be able to the articulate IBM Point(s) of View(s) in relation with Client challenges around their own IT transformation. Have skills in coordinate IBM response for proposal and develop a long-term relationship with key customer, decision makers, and C Levels who drive long-term transformation within their company. Ensuring that there is customer happiness at all time.

Responsibilities Include
- Identify, validate and qualify opportunities
- Design total integrated Project Services / System Integration solutions including terms and conditions to create a final customer proposal.
- Understand client's strategic business objectives and business processes/metrics, including their organization, financial decision-making process and business challenges.
- Respond to client inquiries on timelily manner and with high quality
- Work with solution teams to develop client deliverables such as Request For Information (RFI), Request For Proposal response (RFP), and statements of work (SOWs), and client proposals/ presentations
- Lead customer presentations wile describing IBM's point of view, solution and proposal through a value-driven approach
- Lead client negotiations, propose solutions to CXOs, and Evaluation Committees acting as the single point of client contact for all deal-progression activities.
- Manage ecosystem with various stakeholders and acts as a liaison between our customers, vendors and suppliers, pre-sales solution development and delivery teams during the end-to-end engagement and sales process

Requirements

Required Experience and Skills
- At least 7 years of sales experience for services
- Validated consultative sales record - track record of meeting or exceeding sales goals
- Experience within Infrastructure Services / Digital Transformation
- A good understanding of Data Center Technologies and Operations -servers, mainframe, storage, network, IT as a Service, managed services offerings
- Experience with developing the financial solution for an engagement based on client requirements, developing business cases, and executing a CFO-targeted financial sale
- Can manage multiple opportunities concurrently
- Effective communication and negotiation skills with multiple levels of customer management, resulting in successful closing of the sale.
- Good understanding of vendor and partner eco-systems of renowned major vendors
- Good relationships with vendors of data center technologies in server, storage, network domains

Required Professional and Technical Expertise
- At least 7 years of sales experience for services
- Validated consultative sales record - track record of meeting or exceeding sales goals
- Experience within Infrastructure Services / Digital Transformation
- A good understanding of Data Center Technologies and Operations -servers, mainframe, storage, network, IT as a Service, managed services offerings
- Experience with developing the financial solution for an engagement based on client requirements, developing business cases, and executing a CFO-targeted financial sale
- Can manage multiple opportunities concurrently
- Effective communication and negotiation skills with multiple levels of customer management, resulting in successful closing of the sale.
- Good understanding of vendor and partner eco-systems of renowned major vendors
- Good relationships with vendors of data center technologies in server, storage, network domains

Preferred Professional and Technical Expertise
- MNC Experience

About Business Unit
At Global Technology Services (GTS), we help our clients envision the future by offering end-to-end IT and technology support services, supported by an unmatched global delivery network. It's this unique blend of bold new ideas and client-first thinking. If you can restlessly reinvent yourself and solve problems in new ways, work on both technology and business projects, and ask, "What else is possible?" GTS is the place for you!

Your Life at IBM

About IBM

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.

Preferred Education: None Commissionable: Yes

Key Job Details

- Country: SA
- State: AR RIYAD
- City: RIYADH
- Category: Sales
- Required Education: Bachelor's Degree
- Position Type: Professional
- Employment Type: Full-Time
- Contract Type: Regular
- Location: RIYADH, AR RIYAD SA

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.

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