Job type:Full-time Complementary Work country:Nigeria
Posted:13-Jun-2011 Work city-Any
Job area:Sales Travel:25% travel annually
Job category:Sales Business unit:Software Sales
Job role:General Other Sales Job role skillset:General
Commissionable/Sales-Incentive jobs only:Yes
Job description
IBM Software Group (SWG) is the world's second largest software business. It provides the widest range of middleware in the industry. SWG supports the hundreds of thousands of customers worldwide who rely on IBM mainframes, mid-range processors, personal computers and global networks to conduct e-commerce, collaboration and content hosting. SWG offerings span over five major brands: DB2, Lotus, Tivoli, WebSphere and Rational.
ESSENTIAL JOB FUNCTIONS
We are looking for a professional, results-oriented sales person with a proven track record to take responsibility for sales of the Lotus workplace portal portfolio in your assigned territory in the Middle East. With your comprehensive knowledge of the Lotus offerings, you will lead large and/or complex opportunities as well as winning the business in both competitive and non-competitive environments. Providing strategies for the Lotus business as well as working closely with the Channels and Technical Teams to develop strong and reliable Business Partner networks, you will need to maintain an in-depth knowledge of the competitions’ offerings, strategies and plans – subsequently effectively differentiating IBM Lotus offerings from competitive alternatives and creating customer preference for IBM Lotus offerings.
As the Lotus Solution Sales professional for IBM West Africa you will be expected to take ownership and accountability for driving business in your assigned territory by -
Developing a network of customer contacts and meeting regularly to identify, progress and close sales opportunities in line with the Sales Plan and in a timely manner
Working with teams on the development of solutions to customer business requirements by providing brand portfolio expertise and, where appropriate, in a leadership role
Submitting accurate, comprehensive and current inputs to the territory sales forecasting process, using the recognised tools provided for this purpose
Interacting with and help develop the Business Partner ecosystem in order to maximise their business results
Engaging, negotiating with and influencing C-level Executives and decision-makers
The applicant will be expected to possess –
A minimum of two years experience in high-performance transactional selling with consistent year-over-year, over-quota achievement
Ideally exposure to, or knowledge of at least one product from Portal, Mashups, Messaging & Collaboration Products ( IBM Lotus Portal, Lotus Domino, Lotus Quikr, or Oracle Enterprise Content Manager, Lotus Quickr, Lotus Forms)
Or, as a minimum exposure to products in a related competitive or complementary market offering
Experience in identifying viable new markets in which to sell software.
Generally, a good understanding of the selling of software solutions and tools used to solve business problems
Good collaboration and teamwork skills
Ability to foster rapport, trust and confidence with customers - an understanding and ability to determine current and future needs, exceed expectations, monitor satisfaction, build/maintain positive relations
Negotiation skills- to clarify the interests and positions of all parties, adjust tactics to achieve desired results, develop alternative options for mutual gain
The ability to forecast accurately
That you are a winner prepared to go the extra mile to be successful
Education to University Degree level
Willingness to travel extensively within territory
100% fluency in written and spoken English
Required
High School Diploma/GED
At least 2 years experience in implementing Portal and Mashups or Messaging and Collaboration solutions.
At least 2 years experience in SW Solutions architecture design
English: Fluent
Preferred
Bachelor's Degree
At least 3 years experience in implementing Portal and Mashups or Messaging and Collaboration solutions.
At least 3 years experience in SW Solutions architecture design
Additional information
•Ability to lead or guide customers meetings while translating and presenting the customer’s business pains in (technical) solutions in clear and concise solutions briefings
* Fluent written and verbal communication and presentation skills in English.
* Strong analytical and business skills
•At least 3 years experience in implementing min. 1 product from Portal, Mashups, Messaging and Collaboration Products ( IBM Lotus Portal, Lotus Domino, Lotus Quikr, or Oracle Enterprise Content Manager, Lotus Quickr, Lotus Forms)
Experience of selling in the West Africa region would be an additional
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.
Application
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