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GMU ISV (SAP, Oracle, BAO) AMS Sales
Job ID GBS-0444600
Job type Full-time Regular
Work country Multiple (AU, BD, BN, CN, HK, IN, ID, KR, MO, MY, NZ, PH, SG, LK, TW, TH, VN) Posted 09-Nov-2011
Work city - Any Job area Sales
Travel Up to 3 days a week (home on weekends-based on project requirements)
Job category Sales
Business unit AS Job role General Other Sales
Job role skillset General
Commissionable/Sales-Incentive jobs only Yes
Job description
The ISV AMS Sales role in the GMU AMS Sales team, leads the cross GMT identification, development and qualification of ISV (SAP, Oracle, BAO) AMS opportunities. Success is ultimately measured by the TCV of closed deals. Guidance must be given on deals that cannot be qualified and won to ensure the judicious spend of engagement expense and allocation of resources. The GMU ISV AMS Seller in conjunction with the GMT service line leaders is responsible for dynamic market screening, opportunity identification, development, selection and qualification of AMS opportunities.
The GMU ISV AMS Seller will assist GMT Service Line and Sector opportunity owners to create opportunities and be involved in selected deals until closure, depending on the size complexity and relationships developed. They work closely with other IBM units, third parties and outside consultants as appropriate.
Skills:
The GMU ISV AMS Seller should exhibit exceptional business insight and executive level presence across all lines of a customer’s business. The GMU ISV AMS Seller must be able to demonstrate deep understanding of the customer's business, organization, culture, pain points, and compelling reasons to act. The GMU ISV AMS Seller should be able to create, articulate, and sell an innovative business vision and value proposition. They should use the full capabilities of the IBM Corporation, so that customer executives clearly grasp the short and long-term business and financial value of a relationship with IBM. The ability to manage multiple business development initiatives and sales campaigns at the same time is critical.
Environment:
The GMU ISV AMS Seller must be able to orchestrate IBM resources, and develop high-performing teams, that bring the right expertise in front of the customer at the right time. The GMU ISV AMS Seller should maintain an in-depth knowledge of competitive offerings, strategies, plans and effectively differentiate IBM offerings from competitive alternatives to create customer preference for IBM. Effectively applies general knowledge of the client's business, strategies and goals within the industry and general knowledge of the client's major IT architectures, systems, information flows, applications and their links to customers and suppliers. General working knowledge of the industry and an ability to market moderately complex IBM solutions, products and services that are specific to an industry. Understand the framework within which an industry operates and the underlying competitive strategies.
Major GMU ISV AMS Seller responsibilities include:
• The GMU ISV AMS Seller role is a customer facing role.
• Development and ownership of the GMU ISV AMS Go to Market plan and be responsible for execution of the GTM plan in conjunction with the GMT service line focal points.
• Proactively screens the market and identifies potential large services/solution opportunities
• Develops executive level, visionary business value propositions encompassing all lines of business
• Teams closely with IBM S&D/other service businesses including GBS and MBPS to identify and develop opportunities
• Develops senior management and executive contacts in client organizations
• Develops initial financial analysis to show compelling financial rationales
• Identifies the clients' critical success factors and potential IBM engagement risks
• Recommends opportunities to engage, disqualify, or refer
• Assembles initial sales engagement teams to move qualified opportunities forward
• Develops a compelling value proposition consistent with the client's critical success factors
• Obtains broad-based client sponsorship for the engagement
• Leads the engagement kick-off meeting and completes the handover
. Local package
Required
Bachelor's Degree
English: Fluent
Additional information
In addition to strong leadership qualities, candidates should also have the following distinguishing attributes:
• Executive presence
• Consultative selling
• Business acumen through personal experience
• Strategic thinking / visionary
• Creativity and out-side-of-the-box thinking
• Problem solving
• Networking
• Initiative
• Adaptability
• Organization
• Persistence
• Industry knowledge
Measurement based on achievement of GMU ISV AMS signings target in conjunction with GMT Service line leaders.
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, disability, age, or veteran status
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For Further information and apply online : http://www.ibm.com/in/en/
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