Job ID:S_D-0411217
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
The world's second largest software business, IBM Software Group (SWG), provides the widest range of middleware in the industry. SWG supports hundreds of thousands of customers worldwide who rely on IBM global networks to conduct e-commerce, collaboration and content hosting.
The Software Sales Specialist professionals are responsible for selling IBM ECM and BPM Software and Services for this role. Enterprise Content Management offers infrastructure software for document capture, imaging, office document management, and enterprise report management. It also offers Advanced Case Management, Information Lifecycle governance and trusted content analytics.
This business development professional leads all sorts of opportunities and is responsible for winning the business.
The successful professional will have a comprehensive knowledge of the ECM space. Developing a network of customer contacts across the Middle East and meeting regularly to identify, progress and close sales opportunities in line with the Sales Plan, you will engage, negotiate with and influence C-level Executives and decision-makers. With an in-depth knowledge of the specialty sales processes, techniques and tools, as well as opportunity / territory management, cost justification, acquisition management, services business management and channel management processes, you will be able to submit accurate, comprehensive and current inputs to the territory sales forecasting process.
Applying creativity and judgment to complex opportunities, you will define sales activities, and other projects within the business environment. With a perspective beyond the assigned territory, this professional provides input to sales objectives and strategies for the business unit.
The successful candidate will have proven sales experience including
•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 of the following: IBM CM, Filenet, Documentum, OpenText or BPM solutions.
•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
•You will be able to lead several opportunities concurrently, initiate selling activity where no relationship team or business partner is involved, and utilize your expertise to directly influence people outside the business unit, such as in sales headquarters or product divisions, to provide richer solutions to customer business requirements.
•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
•Willingness to travel extensively within territory
•100% fluency in written and spoken That you are a winner prepared to go the extra mile to be successful
•Education to University Degree level
Required
High School Diploma/GED
English: Fluent
Preferred
Bachelor's Degree
Additional information
Experience of selling in the West Africa region would be an additional advantage.
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
Apply to IBM Careers:Click here to open page
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