IBM jobs - Business Manager

Introduction
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. 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 Responsibilities
Works with customers and account managers to directly to drive services growth, attachment of professional and maintenance services offers to product purchases, and secure Hardware maintenance renewal. Drives scalable, repeatable processes to increase services revenue to the business. Maintains account team relationships and transfer leads as appropriate. Maintains an opportunity management funnel and participates in regular account/territory planning sessions with account managers that apply to their area of specialty and to the opportunities that they will focus on to drive revenue for the company. Articulates the company’s solutions’ abilities to solve customer business problems; distinguished from other sales roles by providing in-depth solution expertise on a given segment of the business. Requires a mature solution selling approach with an established sales record including maintenance sales experience. Demonstrated experience with large quotas and/or selling to C-level executives. Ability to mentor associates within services sales community. Typically requires 5 to 7+ years’ experience and a Bachelor’s degree or equivalent experience. MBA is preferred

Responsibilities

• Professional Services, Maintenance and Operational Services sales
• Manage maintenance renewals with a focus on profitable multi‐year agreements, clearly defined deliverables, and a price book to capture upgrade related revenue.
• Align service proposals to specific customer requirements
• Close working relationship with sales and the services teams, specifically the Service Engagement Managers and consulting teams.
• Increase revenue from existing customers.
• Building new revenue streams from Systems Integrators / Service Providers channel partners
• Increase services value proposition to customers and sales teams.
• Ensure new opportunities have the appropriate maintenance value proposition and multi‐year agreements with clearly defined deliverables and price book for future growth.
• Transformation of the sales engagement model to be strategy lead and capable of moving up the “food chain” to allow for an earlier and business level engagement of the services team, specifically the consulting team.
• Develop opportunity specific “Service Solutions” to non‐standard engagement models, such as Service Provider or Systems Integrator led sales engagements.
• Focus On Multivendor Business to capture from all existing customer to increase the portfolio of IBM
• Focus on Open Source Software Services business. 
  

Required Technical and Professional Expertise

• Typically requires 5-8 years sales experience and a bachelor’s degree or equivalent experience. MBA is preferred.
• Contextual understanding of the TSS Business Unit within IBM and also the background understanding of the dynamics of TSS Business
• Experience in Sales, inclination to work on Maintenance/Multi-Vendor Services / Open Source Software Support Business
• Attention to detail and Proven problem solving / business analysis skills
• Ability to work independently and in tight deadlines and is highly results driven
• Proven organizational skills and time management skills, collaborative, works well in a team environment
• Can work independently. 
  

Preferred Technical And Professional Expertise

• Proven soft skills, analytical skills, team player, excel skills and Customer Satisfaction
• Having clear understanding on IBM Hardware Maintenance, Multi-Vendor Services and Open Source Software Business.
• Ambitious individual who can work under their own direction towards agreed targets/goals and with creative approach to work
• Intuitive individual with an ability to manage change and proven time management
• Preference is given to candidates who IBM Logo hardware work experience and TSS Brand exposure in Sales. 
  

About Business Unit

Digital Sales is a specialized sales organization with a purpose-built infrastructure consisting of Global Digital Sales Centers in Atlanta GA, Chicago IL, Dallas TX, and Littleton MA. Digital Sales teams engage with clients of all sizes and markets to grow their businesses by solving strategic and tactical business problems with IBM's proven cognitive and cloud technology solutions.

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.

About IBM

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.

Location Statement
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.