Business Partner Sales - Territory

IBM Business Partner Sales - Territory in SINGAPORE , Singapore

Introduction

Key activities and responsibilities include:

1. Articulating the business value of IBM systems solutions and products to senior managers and technical decision makers.
2. Understanding Singapore mid market/commercial sales cycle/patterns and tender process.
3. Collaborating with IBM Pre-sales, Technical and Services teams to define, design, and detail the aspects and feasibility of proposed integrated solutions.
4. Working with the technical team to deliver effective Proof of Concept (POC), Proof of Technology (POT), and support critical situations.
5. Structuring complex projects and positioning our solutions in competitive scenarios.
6. Identifying, developing, and closing opportunities in the territory, whether sourced by IBM business partners or resulting from direct customer engagement.
7. Working within a matrix environment with IBM client teams and business partners to span the entire trajectory from opportunity identification to deal closing.
8. Building, managing, and progressing a pipeline to achieve sales objectives.
9. Maintaining an accurate forecast and an up-to-date status of deals in progress.

Your role and responsibilities

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. To lead in this new era of technology and solve some of the world's most challenging problems.

Required technical and professional expertise

1. Must have 5+ years of IT sales experience and show a solid track record of quota attainment.
2. Must have a track record of selling and engagement with Singapore commercial accounts and mid-market account acquisition, as well as management of existing accounts.
3. Must be self-motivated and have the ability to network across a broad team.
4. Must be comfortable in both a technical dialogue (understanding the customer’s IT infrastructure and technical objectives) as well as a business dialogue (explaining the TCO reductions or ROI benefits of our solutions).
5. Experience in Windows, Unix, Linux servers is preferable.
6. Demonstrated knowledge and selling experience of IBM Storage and associated solutions is preferable.