Job closed
Ref: RP805-1431
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 role is to manage the software licensing review programs and engagements in a defined territory. It is a Specialty Sales job with skills characteristics that are similar to those of the Industry Software Sales Specialist focused on in depth knowledge of Software Asset Management (SAM) as well as discussions about liability, value and T's & C's with senior customer executives in the C suite.
The primary objectives are to protect IBM's intellectual property and retain customer satisfaction. To achieve this, Software Licensing works primarily with IBM's intellectual property audit partners, Deloitte and KPMG, to undertake software licence reviews of IBM Software's customers as well as focusing on the IASP program.
Requirements
The following skills and characteristics should be demonstrable.
- Pipeline Management
- Discipline to analyse, identify and qualify software licensing review and IASP targets within an assigned territory
- Project management skills to drive on-time delivery of review / IASP activity with audit partners
- Maintain a regular stream of review activity to support achievement of financial objectives
- Strong team-working to establish credibility with peers in client management and software sales
- Ability to communicate with senior/exec management (Industry Execs and Business Unit Director)
- Managing a sales cycle to closure in accordance with CVM
- Maturity and confidence to build working relationships with senior customer executives in potentially confrontational scenarios/managing conflicts
- Structured, fact-based approach - ability to work in details: to closing licensing settlements on a repeatable basis in accordance with CVM and proven experience of signing $1m+ transactions
- Leadership of Team IBM to ensure that ownership of the licensing opportunity is retained within the Software Licensing organization
- Negotiation skills to reach a principled settlement
- Commercial contracts experience, particularly with software licensing agreements, to enable effective influencing of the client and IBM
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.