Project Service Sellers

IBM

NOORD-HOLLAND, AMSTERDAM

13 dagen geleden

Job Description

At IBM 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!

We are seeking 4 types of Project Services Sellers who can define their future territory, plan growth strategy and ambition.

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 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.

You need to demonstrate the following professional expertise for all roles;

A demonstrable track record of sales leadership in negotiating and closing transformational services engagements (through compelling value propositions) to senior leaders within Enterprise level accounts

Able to develop and maintain comprehensive technical sales knowledge in Resiliency Services offerings, along with financial and selling skills.

We are seeking 4 types of sellers with the following preferred skills, requirement details are listed below and in the requirement section;

a. Cloud Transformation Seller

b. Digital Workplace as a Service Seller

c. Cyber Hybrid Resiliency Seller

d. Digital Network Transformation Seller

Cloud Transformation Seller

Professional Expertise

Experienced with public and private cloud technologies (e.g. AWS, Azure, VMWare, ..) ideally with experience in selling cloud engagements / services

A firm, technical grasp of cross-industry Enterprise IT infrastructures and of the day-to-day concerns experienced by CxOs in running such environments together with an ability to position the unique value of a services brokerage solution to each potential client's business / infrastructure issues

Aware of cloud brokerage services and building a degree of technical expertise in this area.

Technical Expertise

Able to maintain in-depth knowledge of competition's offerings and strategies. Can effectively differentiates IBM offerings from high-

reaching alternatives and creates customer preference for IBM.

Design total integrated Project / Cloud Services solutions including terms and conditions to create a final customer proposal.

Anticipate complex problems relating to Project / Cloud Services offerings and customer engagements and implements solutions.

A good understanding of the following;

Cloud SoftLayer, Storage, zOS Cloud, PaaS solutions including SAP as a Service, cloud Matrix / Hybrid IT

Systems IT as a Service, managed services for servers, mainframe, storage, leveraging analytics

Experience in the emerging technologies including Kubernetes, Hadoop, Amazon, AWS, etc.

Cyber Hybrid Cloud Resiliency Seller

Professional Expertise

Have a solid grasp of how organisations private / hybrid / public clouds and legacy IT infrastructures to enable you to build compelling Resiliency cases to support their strategies.

Understand and articulate not only the importance but examples and influence organisations on RTO / RPO.

Minimum of 5 years working within Resiliency engagements with clients focusing on consultancy around Business Impact Assessments, Business Continuity Planning and Business Continuity Management and work with professional bodies to support clients.

Effectively communicate and negotiate with multiple levels of customer management, resulting in successful closing of the sale.

Experience with database techniques for data recovery. Experience and ability to plan and lead the POCs in close coordination with delivery teams

Technical Expertise

Design total integrated Resiliency Services Project / Cloud solutions including terms and conditions to create a final customer proposal.

Anticipate complex problems relating to Resiliency Services Project / Cloud offerings and customer engagements and implements solutions.

Apply creativity and judgment to complex opportunities and defines required sales activities.

Have a good understanding of the following technologies; Common databases e.g. SQL Server, Oracle, DB2 as well as newer in-memory databases.

Knowledge in the emerging technologies including Hadoop, Amazon AWS, etc.

Good Knowledge of Data Replication Technologies, e.g. SRFD, Global Mirror, etc.

Good Knowledge of Virtualization technologies, e.g. VMware, Hype-V, etc.

Good Knowledge on multiple OS’s, e.g. Linux, Windows, Solaris, etc.)

Digital Network Transformation Seller

Professional Expertise

Validated consultative sales record - track record of meeting or exceeding sales goals

Technical Expertise

Experience within Infrastructure Services / Digital Transformation

Software Defined Networking , Network as a Service, Network Transition to a Managed Service, optimization studies,, Voice and Data.

Technical knowledge on key Networking technologies (SDN, SD-WAN, NFV, Network Security, Unified Communications)

Technical knowledge on Networking Solutions, Network Security and strategic vendors (Cisco, Juniper, F5, Riverbed, vmWare, Nokia, Fortinet, PaloAlto, etc)

Major vendor certifications (Cisco, Juniper, F5, Riverbed, VMware, etc)

Knowledge on virtualization system technologies (vSphere, Hyper-V, KVM, etc)

Relationships with Networking vendors and providers

Digital Workplace as a Service Seller

Professional Expertise

Validated consultative sales record - track record of meeting or exceeding sales goals

Able to provide thought leadership on workplace services in support of business development activities

Able to successfully lead deal teams, including on & off-shore technical & commercial resources, to ensure complete value-

adding solutions are brought together, in accordance with client requirements

Technical Expertise

Able to maintain in-depth knowledge of competition's offerings and strategies. Can effectively differentiates IBM offerings from high-

reaching alternatives and creates customer preference for IBM.

Design total integrated Workplace Services Project / Cloud solutions including terms and conditions to create a final customer proposal.

Anticipate complex problems relating to Workplace Services Project / Cloud offerings and customer engagements and implements solutions.

Required Technical and Professional Expertise

Leadership and a Team player

Experienced C-suite IT services seller, appropriate and articulate taking care of clients at the most senior levels including Board level

At least 5 years working experience in IT sales field.

Strong sales and negotiation skills with solid ability to establish relationships

Personal drive, tenacity and energy and results oriented

Superb communication and presentation skills with the ability to produce and deliver powerful and persuasive presentations -

comfortable in presenting to both small and large audiences

Highly organised, self-driven and able to work with minimal supervision

Ability to take care of and lead highly complex situations and environments

Excellent written and oral communication skills - in Dutch and English language is important, multiple languages desirable

Innovative and creative in solving complex problems

Preferred Tech and Prof Experience

3 to 10 years of success in consultative selling is required within large and complex organizations

EO Statement

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.

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