Inside Sales Specialist for IGF(职位编号：S_D-0537991)
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：2013-01-15
- 工作地点：深圳
- 招聘人数：若干
- 工作经验：五年以上
- 学历要求：本科
- 语言要求：英语熟练
普通话熟练 - 职位类别：销售代表 技术文员/助理
职位描述
Job description
Primary Responsibilities:
In order to achieve both the Client's and IGF's expected business results, the IBM.com IGF Sales Specialist will be responsible to :
1. Execute inbound/outbound calling campaigns to uncover interest in IGF offerings and generate qualified sales leads in response to marketing initiatives
2. Plan and execute an effective relationship strategy and maintain effective long-term business relationships at the senior level with key decision makers and influencers
3. Plan and facilitate and/or conduct complex negotiations achieving long-term agreements and commitments
4. Explain IGF's products and offering benefits to the Client and overcome any objections
5. Act as in-country contact for Rapid online Financing (RoF) application to maintain RoF usage, content and configuration (i.e. accurate rates, text, updates, new releases)
6. Identify, prioritize and actively participate in pipeline (cadence) discussions with IBM and IGF internal sales teams, as well as Business Partners, to review performance, develop action plans and execute against plans
7. Develop solution strategies by engaging in consultative solution selling, involving business partners and influencers when appropriate
8. Establish and maintain good working relationships with other parts of IBM/IGF
9. Develop an effective account plan to drive incremental volumes by proactively engaging to manage revenue, wallet share and maintain a high rating on Client satisfaction in assigned accounts
10. Develop a clear strategy for each assigned Business Partner providing the capability and enablement to sell the value of financing to their Clients
11. Maximise results by attaching a financing offer to IBM opportunities
12. Commit to and deliver results according to monthly targets/forecasts
Primary Duties:
1. Manage sales opportunities for IGF from end to end, working with the IBM and IGF internal sales teams and the preparing RoF and Non-RoF quotations, credit requests and lease schedules.
2. Enter and track opportunities in Siebel and RoF
3. Daily communication with all internal & external contacts to support business objectives and progress pipeline opportunities
4. Use and maintain RoF, raising any system problems, ID requests or Change requests via the RoF Application Request tool (RAR)
5. Complete RoF User Acceptance Testing (UAT) and Rate Testing as required.
Preferred Skills/Qualifications:
1. University Degree or above.
2. Relevant sales experience and technical aptitude.
3. Strong Client Service focus with ability to manage Client Relationships and expectations to a positive outcome
4. Basic understanding of the depth and breadth of IBM products and IBM Global Financing portfolio.
5. Ability to engage new/competitive Clients in value-add business conversations.
6. Excellent communication skills and the ability to interact with Clients (internal and external) at all levels of the organization.
7. Good negotiation skills with ability to actively listen and determine Client needs.
8. Financing knowledge and IT background are preferred.
9. Effective telephone etiquette and strong internet experience
10. Highly driven, self motivated individual who shows perseverance.
11. Motivation and ability to achieve sales targets and business goals.
Required
Bachelor's Degree
At least 5 years experience in relevant working experience
English: Fluent
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.
Primary Responsibilities:
In order to achieve both the Client's and IGF's expected business results, the IBM.com IGF Sales Specialist will be responsible to :
1. Execute inbound/outbound calling campaigns to uncover interest in IGF offerings and generate qualified sales leads in response to marketing initiatives
2. Plan and execute an effective relationship strategy and maintain effective long-term business relationships at the senior level with key decision makers and influencers
3. Plan and facilitate and/or conduct complex negotiations achieving long-term agreements and commitments
4. Explain IGF's products and offering benefits to the Client and overcome any objections
5. Act as in-country contact for Rapid online Financing (RoF) application to maintain RoF usage, content and configuration (i.e. accurate rates, text, updates, new releases)
6. Identify, prioritize and actively participate in pipeline (cadence) discussions with IBM and IGF internal sales teams, as well as Business Partners, to review performance, develop action plans and execute against plans
7. Develop solution strategies by engaging in consultative solution selling, involving business partners and influencers when appropriate
8. Establish and maintain good working relationships with other parts of IBM/IGF
9. Develop an effective account plan to drive incremental volumes by proactively engaging to manage revenue, wallet share and maintain a high rating on Client satisfaction in assigned accounts
10. Develop a clear strategy for each assigned Business Partner providing the capability and enablement to sell the value of financing to their Clients
11. Maximise results by attaching a financing offer to IBM opportunities
12. Commit to and deliver results according to monthly targets/forecasts
Primary Duties:
1. Manage sales opportunities for IGF from end to end, working with the IBM and IGF internal sales teams and the preparing RoF and Non-RoF quotations, credit requests and lease schedules.
2. Enter and track opportunities in Siebel and RoF
3. Daily communication with all internal & external contacts to support business objectives and progress pipeline opportunities
4. Use and maintain RoF, raising any system problems, ID requests or Change requests via the RoF Application Request tool (RAR)
5. Complete RoF User Acceptance Testing (UAT) and Rate Testing as required.
Preferred Skills/Qualifications:
1. University Degree or above.
2. Relevant sales experience and technical aptitude.
3. Strong Client Service focus with ability to manage Client Relationships and expectations to a positive outcome
4. Basic understanding of the depth and breadth of IBM products and IBM Global Financing portfolio.
5. Ability to engage new/competitive Clients in value-add business conversations.
6. Excellent communication skills and the ability to interact with Clients (internal and external) at all levels of the organization.
7. Good negotiation skills with ability to actively listen and determine Client needs.
8. Financing knowledge and IT background are preferred.
9. Effective telephone etiquette and strong internet experience
10. Highly driven, self motivated individual who shows perseverance.
11. Motivation and ability to achieve sales targets and business goals.
Required
Bachelor's Degree
At least 5 years experience in relevant working experience
English: Fluent
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。