Deal Maker, Enterprise Software Sales(职位编号：S_D-0458452)
IBM China Global Delivery
- 公司规模：500-1000人
- 公司性质：外资(欧美)
- 公司行业：计算机服务(系统、数据服务、维修)
职位信息
- 发布日期：2013-09-11
- 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：软件工程师 销售代表
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
IBM China Global Delivery Center
Founded in 1911 in the USA, IBM (International Business Machines) is the world's largest IT and business solution provider. IBM is the only IT (information technology) Company in the world, and also in China, to offer end-to-end solutions from hardware to software services and high end consultancy.
IBM’s Global Services is the world's largest IT and consulting service provider offering higher values for clients and addressing growing demand for global delivery of IT services. IBM opened its Global Delivery Center (GDC) in China in 1999, and it is now IBM's second largest Global Delivery Center worldwide. All the Global Delivery Centers regardless of geography comply with IBM’s global practices, processes and methodologies.
The IBM China GDC provides a broad spectrum of services, including consulting, systems integration, application services, maintenance, testing, solution management, business transformation outsourcing services and IT infrastructure services. It also supports leading package solutions, such as SAP, Oracle, Siebel, mainframe and e-business applications. It consists of eight locations across China ranging from: Beijing, Chengdu, Dalian, Foshan, Shanghai, Shenzhen, Suzhou (opening 2012) and Wuhan.
In 2011, IBM China GDC has successfully certified the Capability Maturity Model® Integration Level 5 (CMMI 5) Version 1.3 by the Software Engineering Institute (SEI). This is another important milestone in the company’s continuous quality improvement efforts following its accreditation of both ISO 20000 and ISO 27001 certifications. With the latest and highest international standard institutionalized across China Global Delivery’s sites, IBM continues its leadership in quality control in China’s application services (AS) outsourcing market.
To learn more about China GDC, please visit: www.ibm.com/cn/start/gdc
IBM 中国全球服务执行中心
IBM，即国际商业机器公司，1911年创立于美国，是全球最大的信息技术和业务解决方案公司，也是唯一一家在世界各地包括中国，能够提供从硬件到软件服务、以及端到端的解决方案和高端咨询的IT企业。
IBM的服务业务部门是全球最大的信息科技及咨询服务供应商，针对全球客户对信息科技服务业务不断增长的需求，提供更高价值的服务与解决方案。IBM 于1999 年开始在中国建立了全球服务执行中心网络，如今的中国全球服务执行中心已成为 IBM 在全球的第二大全球服务执行网络。IBM 在全球所有的服务执行中心都遵循相同的服务标准、并采用统一的开发流程和方法。
IBM中国全球服务执行中心提供广泛的服务，包括业务咨询、系统集成、应用软件开发、测试和管理、解决方案管理、业务流程转型外包和 IT 基础架构外包与托管服务等。该中心还支持包括 SAP、Oracle、Siebel等在内的整体解决方案，大型机以及电子商务应用等。IBM中国全球服务执行中心已经在国内八个城市包括：上海、深圳、大连、成都、武汉、佛山、北京和苏州（2012年投入运营）设立运营中心，向全球客户提供服务。
2011年，IBM中国全球服务执行中心年获得美国软件工程协会（SEI）的CMMI 1.3版本能力成熟度5级认证，这是继2009成功获得应用服务管理ISO20000和信息安全管理ISO27001两项国际认证后，IBM中国全球服务执行中心在服务质量控制道路上的又一重要里程碑。随着业界最新和最高级别的国际性质量控制标准在中国全球服务执行中心全面实施，IBM中国全球服务执行中心将凭借其在质量控制领域的出色表现继续引领中国的应用软件服务外包市场。
了解更多IBM GDC的信息，请访问：www.ibm.com/cn/start/gdc
关注IBM GDC微博 @ weibo.com/ibmgdc
Founded in 1911 in the USA, IBM (International Business Machines) is the world's largest IT and business solution provider. IBM is the only IT (information technology) Company in the world, and also in China, to offer end-to-end solutions from hardware to software services and high end consultancy.
IBM’s Global Services is the world's largest IT and consulting service provider offering higher values for clients and addressing growing demand for global delivery of IT services. IBM opened its Global Delivery Center (GDC) in China in 1999, and it is now IBM's second largest Global Delivery Center worldwide. All the Global Delivery Centers regardless of geography comply with IBM’s global practices, processes and methodologies.
The IBM China GDC provides a broad spectrum of services, including consulting, systems integration, application services, maintenance, testing, solution management, business transformation outsourcing services and IT infrastructure services. It also supports leading package solutions, such as SAP, Oracle, Siebel, mainframe and e-business applications. It consists of eight locations across China ranging from: Beijing, Chengdu, Dalian, Foshan, Shanghai, Shenzhen, Suzhou (opening 2012) and Wuhan.
In 2011, IBM China GDC has successfully certified the Capability Maturity Model® Integration Level 5 (CMMI 5) Version 1.3 by the Software Engineering Institute (SEI). This is another important milestone in the company’s continuous quality improvement efforts following its accreditation of both ISO 20000 and ISO 27001 certifications. With the latest and highest international standard institutionalized across China Global Delivery’s sites, IBM continues its leadership in quality control in China’s application services (AS) outsourcing market.
To learn more about China GDC, please visit: www.ibm.com/cn/start/gdc
IBM 中国全球服务执行中心
IBM，即国际商业机器公司，1911年创立于美国，是全球最大的信息技术和业务解决方案公司，也是唯一一家在世界各地包括中国，能够提供从硬件到软件服务、以及端到端的解决方案和高端咨询的IT企业。
IBM的服务业务部门是全球最大的信息科技及咨询服务供应商，针对全球客户对信息科技服务业务不断增长的需求，提供更高价值的服务与解决方案。IBM 于1999 年开始在中国建立了全球服务执行中心网络，如今的中国全球服务执行中心已成为 IBM 在全球的第二大全球服务执行网络。IBM 在全球所有的服务执行中心都遵循相同的服务标准、并采用统一的开发流程和方法。
IBM中国全球服务执行中心提供广泛的服务，包括业务咨询、系统集成、应用软件开发、测试和管理、解决方案管理、业务流程转型外包和 IT 基础架构外包与托管服务等。该中心还支持包括 SAP、Oracle、Siebel等在内的整体解决方案，大型机以及电子商务应用等。IBM中国全球服务执行中心已经在国内八个城市包括：上海、深圳、大连、成都、武汉、佛山、北京和苏州（2012年投入运营）设立运营中心，向全球客户提供服务。
2011年，IBM中国全球服务执行中心年获得美国软件工程协会（SEI）的CMMI 1.3版本能力成熟度5级认证，这是继2009成功获得应用服务管理ISO20000和信息安全管理ISO27001两项国际认证后，IBM中国全球服务执行中心在服务质量控制道路上的又一重要里程碑。随着业界最新和最高级别的国际性质量控制标准在中国全球服务执行中心全面实施，IBM中国全球服务执行中心将凭借其在质量控制领域的出色表现继续引领中国的应用软件服务外包市场。
了解更多IBM GDC的信息，请访问：www.ibm.com/cn/start/gdc
关注IBM GDC微博 @ weibo.com/ibmgdc