Job Properties
  • Job Type
    Full-time Position
  • Background
    Management & Business Others
    Marketing and PR
  • Languages
  • Experience Required
    1 - 2 Years
  • Degree Required
    • Province
    • Date Posted
      April 19,2021
    • VISA
    • IMG_6430
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    • CV CHECK
    • internship package

    Specialist - IBM SLM Advisory

    Why SoftwareONE?:
    About us: At SoftwareONE, our people are our greatest asset: that’s why we support and care for our colleagues as well as invest in our people and their professional development. We are passionate, performance-driven and empowered to deliver results for our customers — as their needs change and grow, so do we. That’s why we continuously develop, expand and refine our offering. We believe in the growing importance of advisory services and business consulting to help our clients. Our people need to be curious, ready to go the extra mile, smart and engaged in shaping the future, because we never stand still when searching for the best solutions and most innovative services. We remain focused on our common goal to make all the difference.
    • 50,000+ customers
    • 88+ countries with a presence
    • 2,500+ Software Lifecycle Managed Customers
    • 5,500+ technology experts
    • 10,000+ software vendors
    • 7,600,000+ cloud enablement’s
    "Strip away everything. Strip away our brand, strip away our buildings, strip away our offices. Whatare we left with? Our people. This is what makes SoftwareONE successful. Passionate people wholive and breathe our values every day, who delight our customers, every day, and who go aboveand beyond, every day. Our culture is unique, and I believe that having the right people, andempowering them to succeed, is the absolute key to our success” – Patrick Winter, Founder

    Click and find out what makes us go Above and Beyond!

    Software Lifecycle Management,
    Is a combination of our Software Asset Management and Software Procurement services offering to work closely with our customers with an objective to reduce risk, minimize spend and make best use of effective processes. We do that throughout the request and demand cycle whether its procurement and sourcing and equally through cloud consumption and on premise usage.

    Listen to some of our colleagues on what makes their career journey amazing in the SLM team at SoftwareONE

    The role:
    Regional IBM Solution Sales - EMEA
    Are you an enthusiastic driven solution sales? Do you have experience with IBM’s programs and services? Are you familiar with challenges end-users face with the management of IBM licenses? Do you believe in providing value to IBM customers in selling and delivering services (e.g. ILMT Managed Services, Audit Support Services, Compliance Review Services, Negotiation Support Services) and help them avoid and save costs? Do you have excellent communication and presentation skills and want to be part of an international team? Then look no further and join us!
    You like working with customers to identify its actual goals and needs, to sell the right existing IBM Advisory Services. You have at least 5 years of experience working as a solution sales. You enjoy driving the generation of sales leads (e.g. as technical evangelist for marketing activities including speaking/presenter engagements at conferences, conventions, user groups, webinars, etc). You've worked with a variety of end-users. You stay up-to-date with the latest changes in IBM’s licensing practices and pricing and consider yourself as a real subject matter expert. You are actively engaged in on-line communities where IBM licensing topics are being discussed. You are familiar with working in an international organization. You like to keep things well organized. You are able to ask critical but constructive questions and understand the business goals of our customers.

    You are enthusiastic about the startup mentality. You're searching for an entrepreneurial work environment where your knowledge and experience can make a difference. You're a team player. You like involving others in your ideas and also like to contribute to the ideas of others. You want to understand what's going on in your team and what others are working on.

    Lead Generation:

    • You create external content like blog-articles from time to time (several times per year)
    • You know how to conduct and advertise appealing webinars.
    • You are used to speaking freely in front of large groups
    • You lead account planning workshops with various specialists and combines the respective findings into a strategy; ensures the subsequent execution of the strategy

    Solution Development:

    • You can anticipate the requirements in a conversation (e.g., on the phone) and directly calculate a rough order of magnitude (ROM) and a very rough business case.
    • You are able to leads complex workshops with board-level participation
    • You create a tailor-made solution for the customer in terms of pricing and scope of services, consisting of standardized and individual modules
    • You do not only know the challenges of customers but also their markets; uses this knowledge to give customers new insights

    Calculation of business cases
    • You divide a solution into parts; estimates the best case and worst-case incl. underlying assumptions; discusses the result with the customer, which results in a realistic estimate for both sides
    • You can present and monetarily quantify the value (e.g., cost-saving or risk minimization) of the solution for customers and incorporates this into an ROI calculation
    • You understand the impact of service and contract types on revenue and profits; uses this knowledge early in the sales process to shape the solution accordingly
    • You negotiate milestones and related payments
    • You use professional presentations, but can also use ad-hoc visualizations with analog/digital whiteboard to respond to the situation

    Management & Leadership
    • You can explain well and transfer your knowledge to others
    • You are familiar with the most important economic terms and procedures
    • You implement innovative ideas independently and goes above and beyond
    • You can empathize with others and thus solve conflicts
    • You can sort tasks by importance and urgency

    Primary focus on building and delivering SoftwareONE’s IBM business Globally as appropriate
    What we need to see from you:
    • You have a bachelor degree or equivalent experience (business or IT)
    • You have a minimum of 5 years of experience in IBM licensing, sourcing and/or pricing
    • You have advanced knowledge of IBM software and licensing contract terminology
    • You have excellent value selling, communication and presentation skilss
    • You build excellent relationships at different levels (incl. C-level) within customers
    • You have the ability to think strategically
    • You are pro-active, dynamic and able to identify and delivery quality work
    • You are eager to expand your knowledge and share what you know with colleagues
    • You enjoy working in a team, but are able to work independently as well
    • Fluent in English and having worked in international, English-speaking environments
    • Being organized and structured comes natural to you
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