北京招聘

Job description

This position is responsible for generating leads, (client LOB and IT) and for closing IBM business via telephone, electronic mail , Internet or in person. Serves as the customer lead advocate for many clients throughout the sales cycle, and manages client IT, LOB or buyer group customer relationships. Responsible for client satisfaction and for revenue generation via frequent communications within a large and diverse territory assignment. Identifies opportunities, and works with, engages, or leads a team including the Territory Sales Representatives (TSRs), Sales Specialists, Business Partners, Influencers and others as appropriate. Validates, qualifies and prioritizes opportunities. Performs as the central point to pull together the elements of a complete customer solution. Populates and maintains a customer records database to support opportunity pipeline management. Develops a reporting structure, follows up and participates with a territory sales team in closing the sale. Ensures that the customer understands the solution and its benefits, pricing, delivery, warranty and contract information and any other relevant terms and conditions. Follows up on quotes and contract submissions within IBM and with the customer to accelerate and close the sale. Identifies and establishes ongoing relationships with the IBM team that generate increased IBM revenue in assigned territory. Engages, builds relationships and works effectively with business partners and influencers to ensure their participation in successful, cost effective achievement of sales objectives. Clearly articulates business issues, advises customer on the latest industry trends and technology solutions, and recommends IBM products, services and solutions that solve the business problem. Remains current on IBM products/services/solutions, selling techniques, productivity tools, competitive offerings and approaches and the customer territory, organization and decision makers.

Requirement:

Must be able to work independently, and prioritize both revenue generating and non-revenue generating activities

Strong objection handling skills

Ability to articulate the value of IBM software solutions

Strong ability to actively listen and determine customer needs

Excellent interpersonal and verbal communication skills

Strong organizational skills, discipline, attention to detail, high energy and a “can do” attitude, balance multiple tasks

Highly motivated, competitive, self-starter with a strong sense of urgency

High degree of confidence to interact with “C” level executives.

Required

Bachelor's Degree

At least 3 years experience in Software Solution Sales

English: Fluent

Additional information

HR Contact: sisiliu@cn.ibm.com

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（国际商业机器公司），创立于1911年，是全球 IT 产业一家百年企业, 也是全球规模最 大的科技公司之一，业务遍及170多个国家和地区。IBM 转型成为一家认知解决方案和云平台公司，持续借助创新科技、行业专长、诚信助力商业和社会发展。2018年全年总营收达796亿美元。每年在研发领域的投资超过60亿美元。