Solution Client Representative

IntroductionAt 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. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.Your Role and ResponsibilitiesIBM is seeking a Services Client Representative (SCR to support the Financial Services Market). In this role, you will operate as the lead deal maker and closer on complex IT services opportunities that range in value from $1M to $50M. You will organize subject matter experts and sales leads in the areas of infrastructure management services, hosting and Cloud (public, private, and hybrid) operating models to support and close complex opportunities. You will lead client negotiations, propose solutions to CxOs, and Evaluation Committees acting as the single point of client contact for all deal-progression activities. while interacting with senior client executives, which can include the CEO, CFO, CIO, Board of Directors and evaluation committees. You will be required to have an in-depth understanding of the client's business, goals, strategies and industry trends and directions. You will lead multi-disciplined teams, and integrating products and services required to meet the business needs. These deals are intended to increase IBM's services revenue within the account and may include some or all of the following sample of solutions:Cloud – IBM Cloud, Storage, zCloud, PaaS solutions including SAP as a Service, Hybrid Cloud ManagementSystems – IT as a Service, Managed Services for Servers (all platforms), Storage, leveraging Analytics and Cognitive solutionsSecurity – Security as a Service, Threat Management, ID management, Malware Defense ManagementNetwork – Network as a Service, Telecom Expense Management, Optimization studies, Software Defined Networking, OEM hardware and software procurement, Voice and Data.Resiliency – IBM Resiliency Orchestration, Disaster Recovery as a Service, DR Strategy and Consulting, High Availability environments, Cloud Managed BackupData Center – Strategy, design, implementation, optimization, services to support data centersMobility – Workstation as a Service, Mobile Expense Management, Mac@Work, Service Desk, End User ServicesAdditional responsibilities will include:Leading customer presentations while describing IBM's point of view, solution and proposal through a value-driven sales approachResponsible for demonstrating the value of out-tasking, and leveraging off-shore labor modelsCollaborates with, and acts as a liaison between our customers, sales, pre-sales solution development and delivery teams during the end-to-end engagement and sales processDeveloping the financial solution for an engagement based on client requirements, developing business cases, CBAs, and executing a CFO-targeted financial saleLeading multi-disciplinary teams in developing complex solutions for specific client opportunities and in developing client deliverables such as a request for information (RFI), request for proposal response (RFP), and statements of work (SOWs), and client proposals/ presentationsMay be asked to conduct formal enablement sessions in the areas of Infrastructure Management Services (both Traditional, Hybrid, and Cloud) to various stakeholders, IBM internal Opportunity Owner and Opportunity Identifying communities, business partners and customersTo be successful in this role, you should have the ability to manage multiple accounts concurrently and develop pursuit strategies and support new business opportunities, which include defining/qualifying sales opportunities, determining engagement scope and cost projections, and formulating potential solutions based on client requirements. A solid technical, and conceptual/operational background in client end user workplace/mobility solutions, infrastructure, messaging platforms/technologies, ITIL service management, service quality management, continuous improvement, and global sourcing concepts is beneficial.You must demonstrate the use of strong leadership and consultative sales techniques to develop and broaden sales opportunities and compelling value propositions. We are seeking a candidate that is able to lead large deal teams as the single overall sales leader and opportunity owner of a given sales pursuit.Required Technical and Professional Expertise

At least 5 years’ experience in IT Services Solution Selling, or Consulting to IT executives; e.g.: CTOs, CIOs, VP of Infra, Data Center Directors

Readiness to travel up to 50% annually

Preferred Technical and Professional Expertise

At least 4 years’ experience in 1 of the following sectors: public, industrial, financial services, distribution, and/or communications sector.

At least 4 years experience in Hybrid Cloud Solutions, including Public and Private Cloud

At least 5 years’ experience in Business Case and Proposal Development

At least 5years’ experience in Face-to-face Opportunity Identification

At least5 years’ experience in Selling to Information Technology Executives

At least 5 years’ experience in Selling Infrastructure Support Services / Managed Services

At least 4 years’ experience in Technical Solution Development

At least 3years’ experience in Leveraging Partners/Solution Providers

About Business UnitAt 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 a 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 @ IBMWhat 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.About IBMIBM’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.Location StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.Being You @ IBMIBM 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 is also committed to compliance with all fair employment practices regarding citizenship and immigration status.