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IBM Client Solutions Sales Specialist in Melbourne, Australia


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

Working as a Client Solutions Sales Specialist will possess the experience and knowledge to support both theclosing of current quarter business opportunities as well as the development of new

opportunities, with a primary objective of driving base growth in our Elite, Premier and

emerging Elite and Premier clients.

You must be able to understand large,

including the appropriate methods and skills needed to solve business problems in clients. You

will be responsible for Services sales, and will also be responsible to a territory reporting

to Sales Leader, focused on Signings and in quarter revenue. You will have a high energy level,

excellent communication skills and able to garner immediate respect and acceptance based on

experience, eminence in the relevant community, intelligence and interpersonal skills.

What will I be doing day to day?

  • Participate and assist in the cadence process through consistent compilation of relevant, accurate, timely and clearly presented information to contribute to business reviews.

  • Improve business analytics, operational effectiveness and sales productivity through use of sales Dashboards with real time data (e.g. IBM Manager Forecasting, IBM Sales Dashboard, Atlas dashboards and reports).

  • Coordinate with SMS team on communication and management of Pipeline issues and status including identification of any large movements and erroneous Atlas entries

  • Highlight ongoing performance gaps, identify pervasive issues hindering growth, and options for short- and long- term remedial actions

  • Guide and direct the SMS team to consolidate WSR Roadmap and Forecast updates

  • Provide input to SMS and oversee development of Weekly Sales Dashboard and Daily Quarter Close

  • Management and facilitation of the B&P Tool including Quarterly B&P allocations, including Qualified requests and

  • ad hoc requests for B&P

  • Work with Finance and Planning to ensure deals are booked correctly in the ledger

  • Preparation of ad-hoc presentations

  • Provide leadership to members of the SMS team by role modelling a high-performance culture and connecting

  • them with our business priorities

  • Leverage social tools to improve two-way communication, collaboration and sharing of best practices.

  • Develop and maintain an accurate picture of Budget, Sales bookings roadmap and Actual. Develops reporting and analytics to evaluate and articulate health of sales business. Uses metrics and analytics to influence resource allocation decisions and investment propositions.

  • Coordinates with GBS Global Sales & Marketing on industry, region, special programs, and offering led demand- generation campaigns.

  • Partners with GBS Global Sales & Marketing and operations teams on continuous development of Atlas CRM and Manager Forecast applications and related IBM Sales tools. Develops advanced knowledge of Atlas CRM application, trains and coaches' sales team on efficient use and adoption.

  • Ongoing development of Sales capability, including implementation of Learning and Knowledge programs.

What skills, experience and charecteristics do I need to apply?

  • A hands-on Leader who will successfully assimilate into the corporate culture and becomeinvolved as a member of the high-performing team.* A professional whose credibility and expertise can gain immediate acceptance and respectwithin the organization.

  • A professional who has the interpersonal skills, consultative approach, services andindustry expertise to build the reputation and productivity of the team.

  • A strong team maker who can develop teamwork.

  • Comfort level in a results-oriented yet team-oriented collaborative environment.

  • High performance expectations.

  • You will be able to establish strong, trusted relationships with clients through your ability toarticulate solutions, which might involve other areas of IBM, identify new businessopportunities, creatively participate in the development and sales of solutions, and assist IBMin winning the business.

  • You will be accountable for the achievement of the targets for yourterritory. You must have a deep sales and business development experience. Proven ability to create strategies and develop potential solutions to address theissues and position the IBM value propositions with the client.

  • Demonstrated ability to build strategic C-level relationships. Deep industry expertise and clientinteraction and relationship building skills with ability to work both middle and executivemanagement.


Required Technical and Professional Expertise

As above

Preferred Technical and Professional Expertise

As above

About Business UnitIBM Services is a team of business, strategy and technology consultants that design, build, and run foundational systems and services that is the backbone of the world's economy. IBM Services partners with the world's leading companies in over 170 countries to build smarter businesses by reimagining and reinventing through technology, with its outcome-focused methodologies, industry-leading portfolio and world class research and operations expertise leading to results-driven innovation and enduring excellence.

Your Life @ IBMWhat matters to you when you're looking for your next career challenge?

Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities - where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust - where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

Impact. Inclusion. Infinite Experiences. Do your best work ever.

About IBMIBM's greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.

Location StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.

Being You @ IBMIBM 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, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.