Job Opportunity at IBM (Mid Market Territory Sales Representative) - 2015

International Business Machines Corporation-IBM, is an American multinational technology and consulting corporation, with headquarters in Armonk, New York, United States. IBM manufactures and sells computer hardware and software, and offers infrastructure, hosting and consulting services in areas ranging from mainframe computers to nanotechnology.

Job Title: Mid Market Territory Sales Representative

Job Field
Sales, Marketing

Job Description
Employees in this role develop, through direct customer contact, an effective, ongoing business relationship with their major small and medium business clients in one or more industry segments.
They identify opportunities, provide solutions to their business needs and improve their business and financial performance.
Employees in this role require knowledge of the availability and use of all available marketing resources.

Responsibilities
Select and prioritize the high-growth and value revenue opportunities.
Participate in or lead cross functional sales and marketing teams.
Develop client e-business propositions that clearly identify financial and other business benefits.
Select the appropriate offerings that will meet client’s business objectives.
Select territory distribution channels for solution delivery, with Territory Partner Management.
Identify and utilize all marketing resources available to help meet territory objectives.
Accountable for total customer satisfaction, market share, IBM revenue and profit.

Required
Associate’s Degree, College Diploma.
At least 3 years experience in developing Value Propositions which describe and quantify the business value of the solution, including key value drivers which have been confirmed with the client.
At least 3 years experience in using market channels appropriately to enhance the sale of offerings/solutions, ensuring maximum profitability for IBM.
At least 3 years experience in having in-depth knowledge of the Client´s industry and use this knowledge to identify business problems/opportunities and map appropriate solutions.
At least 3 years experience in understanding how IBM´s business strategy translates into actions to create products and services that meet the needs and expectations of clients.
At least 3 years experience in having a thorough working knowledge of multi-industry applications and solutions and apply this knowledge in identifying business problems, opportunities and developing appropriate solutions.
At least 3 years experience in applying World Wide CRM-Customer Relationship Management Process and Tools.
At least 4 years experience in converting potential opportunities into real opportunities.
At least 4 years experience in confirming, gaining Client commitment to implement solutions. Collaborate with the Client to close the opportunitys.
At least 3 years experience in implement consultative selling by working with the Client in a collaborative fashion, identifying the Client´s business issues and strategies, and by understanding what is most important to the Client
At least 3 years experience in implementing the IBM Client Value Method CVM with your team as the framework for planning, creating and delivering client value.
English: Fluent.

Preferred
Bachelor’s Degree.
At least 5 years experience in developing Value Propositions which describe and quantify the business value of the solution, including key value drivers which have been confirmed with the client.
At least 5 years experience in using market channels appropriately to enhance the sale of offerings/solutions, ensuring maximum profitability for IBM.
At least 5 years experience in having in-depth knowledge of the Client´s industry and use this knowledge to identify business problems/opportunities and map appropriate solutions.
At least 5 years experience in understanding how IBM´s business strategy translates into actions to create products and services that meet the needs and expectations of clients.
At least 5 years experience in having a thorough working knowledge of multi-industry applications and solutions and apply this knowledge in identifying business problems and opportunities and developing appropriate solutions.
At least 5 years experience in applying World Wide CRM-Customer Relationship Management Process and Tools.
At least 5 years experience in converting potential opportunities into real opportunities.
At least 5 years experience in confirming, gaining Client commitment to implement solutions. Collaborate with the Client to close the opportunitys.
At least 5 years experience in implement consultative selling by working with the Client in a collaborative fashion, identifying the Client´s business issues and strategies, and by understanding what is most important to the Client
At least 5 years experience in implementing the IBM Client Value Method CVM with your team as the framework for planning, creating and delivering client value.

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