TSS Leader

IBM Middle East

Dubai, UAE

Posted
Ref: RP805-1421

Job description / Role

Employment: Full Time

TSS Leader (Middle East & Pakistan)

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. In Africa, we've been changing the way the continent does business for more than 50 years, and as 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, and make an impact.

Your Role and Responsibilities
Job Description- Multi Vendor Services (MVS) Sales Specialist

MVS Sales Specialist professionals are responsible for selling IBM Multi-Vendor Services (MVS) offerings directly to customers.

The MVS Sales Specialist is the lead sales person on TSS Multi-Vendor Services (MVS) engagement. He/she is an expert in MVS offerings and responsible for the development and closing complex TSS MVS solutions in country. He/she will be leading large, multi-functional teams covering large, complex MVS opportunities, negotiating with the highest levels of customer management and responsible for the unit MVS sales strategy, gathering requirements and provide advice to sales and development executives. In addition to achieving personal business objectives, MVS Sales Specialist assures that sales of MVS offerings meets assigned objectives in the country.

Assumes additional responsibilities as assigned.

Skills

Environment:
Develop and maintain comprehensive/expert technical sales knowledge of MVS offerings, along with with financial and selling skills in engaging and closing sales opportunities, that can be applied to opportunities across the business unit. Demonstrates required proficiency levels for technical and sales skills, as defined for incumbents in this position.

Maintains in-depth knowledge of the management and/or sales processes, techniques, and tools associated with the specialty offerings, and guides others in their use. Identifies and implements improvements to them. Examples of these techniques and tools include, but are not limited to, opportunity / territory management, cost justification, acquisition management, service business management and channel management processes.

Maintains in-depth knowledge of competition's offerings, strategies, and plans. Effectively differentiates IBM offerings from competitive alternatives and creates customer preference for IBM offerings, based on that differentiation.

Communication/Negotiation:
Teamwork at highest levels. Leads large, complex engagement teams responsible for the development of deliverables, such as client proposal and presentations. Drives and manages an effective partnership with the clients through contact with executive management and individuals that influence the customer's executive team.

Leads negotiations with the highest levels of customer management, resulting in successful closing of the sales.

Problem Solving:
Applies creativity and judgment in developmental work on complex TSS MVS opportunities or other TSS MVS projects within the business environment. Directs resource team to ensure appropriate quantity and quality of technical/services resources are deployed. Leads team of professionals and provides ongoing guidance in the development of MVS solutions for large or complex opportunities. May lead more than one MVS opportunity concurrently. Accountable for business unit sales and specific personal objectives, including contract signings, profit, expense, and customer satisfaction. Develops the strategies and tactics that will win the business, including teaming arrangement, alliances, subcontractors, competitive strategies, tactics and responses. Has overall responsibility for the final proposal to the client.

Requirements

Required Technical and Professional Expertise

- At least 15 years' experience in IT Industry
- At least 7 years' experience working as Integrator of IT solutions
- Ability to identify multivendor services needs
- Ability to articulate multivendor offerings with alliance partners
- Be able to progress with scope variation until it fits price-service balance
- Experience in exploring managed services needs
- Ability to apply managed services capabilities to identified opportunities

Preferred Technical and Professional Expertise

- At least 15 years' experience in IT Industry
- At least 7 years' experience working as Integrator of IT solutions
- Ability to identify multivendor services needs
- Ability to articulate multivendor offerings with alliance partners
- Be able to progress with scope variation until it fits price-service balance
- Experience in exploring managed services needs
- Ability to apply managed services capabilities to identified opportunities

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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