Position:Channel Sales
Job ID:S_D-0411646 Job type:Full-time Complementary
Work country:Nigeria Posted:26-Aug-2011
Work city:Lagos 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:No
Job description
The Channel Sales role requires an expert in software sales. We are looking for a professional, results-oriented sales person with a proven track record to take responsibility for sales of the products in his/her assigned territory in the Middle East, who can demonstrate -
A desire to be successful
Experience with a formal sales process
Ability to forecast accurately
Strong written, verbal, and presentational skills
Sound business acumen
That he/she is a winner prepared to go the extra mile to be successful
The successful professional will be expected to take ownership and accountability for driving business in his assigned territory by -
Developing a network of customer contacts and Business Partners and meeting regularly to identify, progress and close sales opportunities in line with the Sales Plan and in a timely manner
Work with teams on the development of solutions to customer business requirements by providing brand portfolio expertise
Submit accurate, comprehensive and current inputs to the territory sales forecasting process, using the recognised tools provided for this purpose
Interact with and help develop the Business Partner ecosystem in order to maximise their business results
Engage, negotiate with and influence C-level Executives and decision-makers
The applicant will be expected to possess -
A minimum of 5 years experience in high-performance transactional selling with consistent year-over-year over-quota achievement
Product and solution experience and skill in the subject portfolio or as a minimum in a related competitive or complementary market offering – it would be advantageous if the successful professional has experience with RSAR, SA, RTC, RFAW, RQM, ALM, PPM, Insight, & RRC.
Solid experience developing and managing Business Partners, ideally with technical and sales capabilities
Experience in identifying viable new markets in which to sell software, working with Business Partners.
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, manage conflict between IBM teams and channel partners in opportunities where they arise
Education to University Degree level
Willingness to travel extensively within territory
100% fluency in written and spoken English –Arabic and/or French would be advantageous
Ideally experience of selling in the Middle East region – primary countries include KSA, South Africa, Egypt, Morocco, Tunisia & Algeria, Nigeria & Kenya
Required
High School Diploma/GED
English:Fluent
Preferred
Bachelor's Degree
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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