Deal Maker, Enterprise Software Sales(职位编号：S_D-0517770)
国际商业机器中国有限公司(IBM)
- 公司行业：计算机软件
职位信息
- 发布日期：2012-09-07
- 工作地点：广州
- 招聘人数：若干
- 工作经验：五年以上
- 学历要求：本科
- 语言要求：英语良好
普通话熟练 - 职位类别：产品/品牌专员 软件工程师
职位描述
Job description
The focus of this role is:
Ability to qualify and structure creative and compelling software deals which achieve customer objectives and optimize IBM software revenue. Adept at reading competitive situation, identifying impending events, recommending and executing a winning strategy which delivers customer value and drives to a specific close date.
Establish credibility with local IBM sales teams in order to develop a strong pipeline of opportunities, develop the strategy and sales execution required to engage and close client deals and agreements, and keep multiple deals moving ahead concurrently.
Ability to effectively work the internal IBM Matrix: Pricing, Accounting, Legal to advance the deal with no adverse impact to IBM revenue recognition or business controls.
Business development with C level clients to define the vision of benefits and value of an ongoing loyalty/partnership agreement with IBM
Obtain C level sponsorship for the engagement and structure of any agreement including success criteria and time frames
Expand the scope of IBM engagement to increase market share and align with client business objectives
Build and sell an ongoing contract base which aligns IBM brands and services initiatives and products with client projects, acquisition requirements and outcomes
Develop a long term annuity business for IBM brands within these client agreements
Lead and coordinate the IBM Brand Sales teams in each opportunity
Define the ongoing governance and lead the deal progression to closure with client and IBM Executive sponsorship and involvement
Constructing the deal from a financial, contractual, legal standpoint, working closely with the support functions and WW team to ensure viable proposals are tabled and maintaining IBM's controls posture within the deals.
Qualifications:
Be able to show a proven track record of leading and closing large client agreements.
Maintains expert technical and sales knowledge in multiple SWG offerings / specialties.
Recognized as the expert by executives within the geography and within the specialty's worldwide development organization. Demonstrates required proficiency levels for technical and sales skills, as defined for incumbents in this position.
Recognized as the expert on the competition - the companies or industries, their products/services, strategies, and directions.
Able to differentiate IBM offerings from competitive alternatives, and IBM from competitors, and create customer preference, for the IBM Company and IBM offerings.
The ability to engage, persuade and develop relationships with senior client positions - CEO, CIO, CFO and LOB leaders.
Have a proven experience in developing a financial business case and justification to Client and IBM Executives.
Ability to market very complex, industry-specific IBM solutions, products and services.
Ability to develop a strategic vision and compelling value proposition which aligns with client long term objectives
Required
Bachelor's Degree
At least 5 years experience in local experience
English: Intermediate
Chinese simplified: Fluent
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.
The focus of this role is:
Ability to qualify and structure creative and compelling software deals which achieve customer objectives and optimize IBM software revenue. Adept at reading competitive situation, identifying impending events, recommending and executing a winning strategy which delivers customer value and drives to a specific close date.
Establish credibility with local IBM sales teams in order to develop a strong pipeline of opportunities, develop the strategy and sales execution required to engage and close client deals and agreements, and keep multiple deals moving ahead concurrently.
Ability to effectively work the internal IBM Matrix: Pricing, Accounting, Legal to advance the deal with no adverse impact to IBM revenue recognition or business controls.
Business development with C level clients to define the vision of benefits and value of an ongoing loyalty/partnership agreement with IBM
Obtain C level sponsorship for the engagement and structure of any agreement including success criteria and time frames
Expand the scope of IBM engagement to increase market share and align with client business objectives
Build and sell an ongoing contract base which aligns IBM brands and services initiatives and products with client projects, acquisition requirements and outcomes
Develop a long term annuity business for IBM brands within these client agreements
Lead and coordinate the IBM Brand Sales teams in each opportunity
Define the ongoing governance and lead the deal progression to closure with client and IBM Executive sponsorship and involvement
Constructing the deal from a financial, contractual, legal standpoint, working closely with the support functions and WW team to ensure viable proposals are tabled and maintaining IBM's controls posture within the deals.
Qualifications:
Be able to show a proven track record of leading and closing large client agreements.
Maintains expert technical and sales knowledge in multiple SWG offerings / specialties.
Recognized as the expert by executives within the geography and within the specialty's worldwide development organization. Demonstrates required proficiency levels for technical and sales skills, as defined for incumbents in this position.
Recognized as the expert on the competition - the companies or industries, their products/services, strategies, and directions.
Able to differentiate IBM offerings from competitive alternatives, and IBM from competitors, and create customer preference, for the IBM Company and IBM offerings.
The ability to engage, persuade and develop relationships with senior client positions - CEO, CIO, CFO and LOB leaders.
Have a proven experience in developing a financial business case and justification to Client and IBM Executives.
Ability to market very complex, industry-specific IBM solutions, products and services.
Ability to develop a strategic vision and compelling value proposition which aligns with client long term objectives
Required
Bachelor's Degree
At least 5 years experience in local experience
English: Intermediate
Chinese simplified: Fluent
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.
公司介绍
For nearly 100 years, IBM has created products to handle information. Today, as the world's largest information technology company, it invents, develops and manufactures the most advanced information technologies computer systems, software, storage systems and microelectronics. But that's just for starters. After decades as the undisputed leader in the computer hardware business, IBM has transformed itself into an information technology services business. It is passionately committed to adding value for our clients from helping to keep grocery shelves stocked to simultaneously providing medical imagery to physicians an ocean apart. Its solutions, services and consulting offerings are revolutionizing the way people, organizations and enterprises operate including itself.
在过去的近一百年里，世界经济不断发展，现代科学日新月异，IBM 始终以超前的技术，出色的管理和独树一帜的产品领导着信息产业的发展，保证了世界范围内几乎所有行业用户对信息处理的全方位需求。众所周知，早在1969年，阿波罗宇宙飞船载着三名宇航员，肩负着人类的使命，首次登上了月球；1981年哥伦比亚号航天飞机又成功地飞上了天空。这两次历史性的太空飞行都凝聚着IBM无与伦比的智慧。IBM的事业就象宇宙飞船一样永远向着更高的目标不断奋进，造福人类。
在过去的近一百年里，世界经济不断发展，现代科学日新月异，IBM 始终以超前的技术，出色的管理和独树一帜的产品领导着信息产业的发展，保证了世界范围内几乎所有行业用户对信息处理的全方位需求。众所周知，早在1969年，阿波罗宇宙飞船载着三名宇航员，肩负着人类的使命，首次登上了月球；1981年哥伦比亚号航天飞机又成功地飞上了天空。这两次历史性的太空飞行都凝聚着IBM无与伦比的智慧。IBM的事业就象宇宙飞船一样永远向着更高的目标不断奋进，造福人类。