Job Title: Sales Specialist for General Business
Job ID S_D-0470200 Job type Full-time Regular
Work country South Africa Posted 17-Apr-2012
Work city Johannesburg Job area Sales
Travel 25% travel annually Job category Sales
Business unit Software Sales Job role General Other Sales
Job role skillset General
Commissionable/Sales-Incentive jobs only Yes
Job description
The Sales Specialist for General Business will be a sales professional responsible for leading sales engagements for software and solutions directly to customers and in conjunction with IBM teams and business partners.
The successful candidate will be accountable for sales achievements and customer satisfaction in this segment across South Africa. This will include territory management and professionally adhering to IBM sales and business processes. The role will also require consistent pipeline growth of new opportunities and knowing techniques for increasing the size of the transactions by including services, education and other brands.
The role will require business development skills as well as a strong understanding of how software deals are transacted through both IBM directly to customers and through channel partners.
Other duties will include account planning, call planning leadership and working pro-actively with the business units of IBM locally as well as internationally. This technology segment works very closely within IBM Software's Information Management group and the IBM Channel Management community.
Skills
Environment:
Develops and maintains comprehensive technical sales knowledge in the specialty offerings, along with financial and selling skills, 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 competition's offerings, strategies, and plans. Effectively differentiates IBM offerings from competitive alternatives and creates customer preference for IBM offerings, based on that differentiation.
Negotiates with team members and business partners to define approaches and goals, especially as it relates to designing solutions to meet customer needs or defining sales action plans. Facilitates teams, where members represent a diverse set of business interests or objectives.
Effectively negotiates with multiple levels of IBM as well as customer management, resulting in successful closing of the sale.
Develops business and sales strategies for communicating new developments or announcements in the specialty to client teams, members of other specialty teams, IBM Business Partners and to the customer within the assigned territory.
Anticipates complex problems relating to specialty offerings, customer sales engagements, and business unit sales results. Analyses situation and implements solutions, or develops new approaches or procedures. Assesses risk in terms of value and exposure to both IBM and customers.
Initiates selling activity where no relationship team or business partner is involved. Understands the mission and vision of the sales function within the business unit and geography. Regularly participates in planning of sales strategies and objectives for the territory / business unit.
Additional information
Has experience in both direct and Business Partner Account Sales
Has a strong track record of sales quota achievement
Has worked in a high pressure environment. Willing to go the extra mile
Is a team player and has excellent communication, collaborative and networking skills
Has a can do attitude with a focus and discipline to get things done
Wants to build a career in one of the biggest and most exciting companies in the world and not scared to learn new things.
Has the passion, will power and drive to work under pressure and deliver
Required
High School Diploma/GED
At least 3 years experience in Software Sales
English: Fluent
Preferred
Bachelor's Degree
At least 5 years experience in Software Sales
How to Apply:
https://jobs3.netmedia1.com/cp/job_summary.jsp?job_id=S_D-0470200
Deadline: 21st May 2012
0 comments:
Post a Comment