At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. To lead in this new era of technology and solve some of the world's most challenging problems.
Your Role and Responsibilities NewCo - IBM – High End IT Services Seller
At NewCo we provide high quality end-to-end IT Services, supporting the Digital Transformation of our clients. We build and maintain long-term relationships with our clients based on trust and results.
After separation from IBM, with the spin-off planned for the second half of 2021, NewCo will be the largest IT services provider in the world. The name of the new company will be announced during 2021, but for now is referred to as NewCo.
NewCo is seeking IT Services Sellers who will operate as deal developer, deal maker and deal closer on complex IT services opportunities that typically range in value from $1M to $10M.
As a NewCo IT Services Seller you will be responsible for building strategic relationships with executives and key business leaders, understand the challenges of their companies and match their needs to our portfolio of solutions. Our portfolio includes highly integrated services in the areas of cloud (public and hybrid), resiliency, security, automation and efficiency and ERP. NewCo provides project services (advise, move, build) as well as managed services. As a NewCo Services Seller you represent both, but you might be specialized in either project or managed services.
The majority of our activities is related to the cloud journey that all our clients are going through. As NewCo we are a “public cloud neutral” service provider and we expect you to bring detailed knowledge of the competitive cloud landscape in order to understand the issues our clients are facing and to advise on the options they have. We expect you to bring a proven track record of three years selling public cloud solutions. Given the size of our clients, we differentiate ourselves through enterprise wide solutions dealing with security, resiliency and efficient operations.
You have the skills to develop and coordinate the NewCo response to the challenges of our clients. A key element of your role and therefore a key element of your personal skill set is to determine the best way in which we will deliver our response to our clients. We expect you to be an experienced consultative seller able to shape our response in close cooperation with our clients, using tools such as interactive garage workshops. Given today’s challenges in the market place due to Covid, we expect you to be an effective “digital seller.
In NewCo we always aim to provide high value to our clients, and we are keen to demonstrate that we do. We believe that providing value is the only basis for building long lasting relationships. You are able to select and define relevant use cases, work with our clients to define success criteria and shape the projects we need to execute and the best way to demonstrate value to our clients and to the clients of our clients.
In NewCo we will offer a large degree of freedom allowing you to develop your client territory based on long term relationships. You will become part of a Benelux organization with around 50 sellers. The sales organisation is supported by subject matter experts from legal, HR, costing and pricing with you as the deal owner having the responsibility to coordinate their efforts and lead the negotiations in front of the client. We expect you to ensure management system excellence which controls pipeline progression.
Working and being successful in NewCo is teamwork. NewCo will continuously invest in your skills through on-line and face-to-face training, besides the great opportunities provided to you through “learning-on-the-job”. NewCo is a large, international company, expected to operate with 90.000 employees in 112 countries, and our culture is based on knowledge sharing and collaboration of professionals to get the work done. Collaboration and knowledge sharing is not limited to the country your work in. Teamwork is fun. Working with colleagues all over the world is satisfying and interesting. Employees at NewCo have great respect for each others’ skills, culture and personality.
Your career at NewCo could evolve in many directions. Former sellers can be found in every corner of the company, they e.g. own the client relationship for one specific large, international client or provide daily guidance to sellers in sales leadership or sell larger deals as a senior seller. Professional Expertise
You need to demonstrate the following professional expertise:
Experienced C-level IT services seller, appropriate and articulate taking care of clients at the most senior levels
At least 5 years working experience in IT sales field
You are expected to bring a network at C-level that you can easily approach
A track record of sales leadership in negotiating and closing transformational services engagements (through compelling value propositions)
A track record of 3 years in selling public cloud solutions (Microsoft, Amazon. Google)
A track record of meeting or exceeding sales goals
Ability to take care of and lead highly complex situations and environments
Highly organised, self-driven and able to work with minimal supervision
Ability to story tell and simplify the solution context and outcomes.
Innovative and creative in solving complex problems
Ability to collaborate and bring together a unified approach with multiple stakeholders to deliver outcomes.
Ability to sell in a virtual environment, typically face-to-face, but during COVID you have to execute meetings effectively from home via tooling such as Webex
You understand cross-industry and day-to-day concerns experienced by CxOs in running complex IT infrastructure environments together with an ability to position the unique value of our services to address these concerns
Ability to develop and maintain comprehensive technical sales knowledge in cloud (services) solutions, along with financial and selling skills
Personal drive, tenacity and energy and results oriented
Strong communication and presentation skills with the ability to produce and deliver powerful and persuasive presentations - comfortable in presenting to both small and large audiences
Excellent written and oral communication skills - in Dutch and English language is important, multiple languages desirable
You need to demonstrate the following technical expertise:
A solid grasp of private / hybrid / public clouds and legacy IT infrastructures
Highly familiar with public and private cloud technologies (e.g. AWS, Azure, Google, IBM, VMWare), preferably based on certifications and based on at least three years of hands-on experience
Able to maintain in-depth knowledge of competition's offerings and strategies
Lead the development of integrated solutions including terms and conditions to create a final customer proposal
Anticipate complex problems relating to our offerings and customer engagements and implements solutions.
Experience in the emerging technologies including Red Hat, Kubernetes and containers.
Required Technical and Professional Expertise
5 to 10 years of success in consultative selling is required within medium to large sized and complex organizations
Minimum 3 years of success in selling public cloud solutions using Microsoft, Amazon and /or Google technology
Fluent in English and Dutch
Preferred Technical and Professional Expertise
Proven experience in a quota carrying solutions sales role or other technical sales role
About Business Unit
At Global Technology Services (GTS), we help our clients envision the future by offering end-to-end IT and technology support services, supported by an unmatched global delivery network. It's this unique blend of bold new ideas and client-first thinking. If you can restlessly reinvent yourself and solve problems in new ways, work on both technology and business projects, and ask, "What else is possible?" GTS is the place for you!
Your Life @ IBM
What matters to you when you’re looking for your next career challenge?
Maybe you want to get involved in work that really changes the world. What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.
Impact. Inclusion. Infinite Experiences. Do your best work ever.
IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.
For additional information about location requirements, please discuss with the recruiter following submission of your application.
Being You @ IBM
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, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.