Client Technical Specialists are technical consultants to clients, IBM sales teams and/or IBM Business Partners. They understand the client's business requirements, technical requirements and/or competitive landscape. They provide technical sales support which may include: collaborate with IBM sales teams to define, design, and detail the technical aspects and feasibility of proposed solutions; deliver Proof of Concept; develop and deliver technical education; support critical situations; design solutions; and answer technical questions. When engaged for a specific opportunity or project, they are responsible for the technical accuracy of the proposed solution.
Meeting or exceeding the business plan for the territory or named account customers (hereafter “customers”) in terms of revenue, P&L & other measures as defined. Including translating the company’s corporate objectives into the Account Plan for the customers.
Ensure accurate & timely forecasting using the specified processes and tools
Maintaining high customer satisfaction
Account planning to set sales strategy for the customer to secure 7 digit+ list price licence orders
Align resources to ensure that revenue targets are exceeded
Strong understanding of solutions oriented, network management software sales cycle from the prospecting stage through final invoicing.
Identify and execute plan to replace competitive products
Be familiar with the top 3 business issues & the top 3 OSS issues in the customers market sector and where our solutions address them
Participate in and manage the engagement of the customer with IBM team at executive, commercial, business development/sales, operational and technical levels
Ability to talk to board level members and present confidently at all management levels on business & operational subjects, Tivoli CSP solutions and their benefits.
Engage the customers in liaison with product management, roadmap discussions and requirements to create strong links to the customers on strategic & technical basis & help developing products and solutions
Gain acceptance of new products by installation in the customers
Identify strategic partners to win large orders from the customers and gain agreement with the partner/s at executive, sales and technical levels to a unified sales strategy for the customers in an agreed timescale and value
Demonstrate co-operative, professional and supportive approach to colleagues in the sales team
Pro-active feedback to outside region sales colleagues on business as appropriate
Regular contact with the customers and chosen partners
Maintain relationships with key internal departments in IBM
Set an example to the sales team in co-operation with other sales and non sales departments
Promote business improvement within the business
At least 8 years experience in technical sales experience, solution architect, solution consultant with a proven track record selling to telecom industry
At least 5 years experience in Awareness/Appreciation of GSM/UMTS (Systems/Processes), CDR, Probes – SDH, IP MPLS,... class OSS solutions from within a leading telecom operator environment
At least 5 years experience in Establish Strong contacts with high level and middle level team in many carriers
At least 4 years experience in Work with System Integrators in the region for targeting large accounts for telecom solution
At least 5 years experience in Technical and commercial presentation
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 - 22 months ago
International Business Machines Corporation (IBM), is an information technology (IT) company. s major operations include Global Technology...