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Expert Services Seller – Data&AI Benelux

IBM

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

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

The Expert Labs organisation provides deep product expertise on IBM product portfolio.

Projects vary from simple subcontracting contracts to very complex fixed price implementations covering the entire spectrum of design, build and management of IT solutions (with respect to services).

Focus for this sales role is on the Benelux region, but could span to the Nordics region. The proposed client base is mainly on the larger companies in all industries with main focus on Financial markets, Public/Government, Telco and Consumer industry.

Your Role and Responsibilities :

We are looking for an
Expert Services Seller Data&AI Benelux to help share our value proposition and the message of our team’s superb skills to the Benelux region in one of these focus areas:

IT Automation

Mainframe Modernization

Cloud Migration and Modernization

Data Platforms and AI

Infrastructure Resiliency Design and Build

Next Generation Network Design and Build

Our
IBM product portfolio includes, among others, these solutions :

Cloud Paks, specifically within BU Data&AI: Cloud Pak for Data (CP4D)

Watson Studio, SPSS, Watson Discovery, Watson Assistant

DataStage & Info Server, Data Integration and Replication

Master Data Management, DB2

Open Pages, Fin. Trans Manager (FTM) & Financial Crimes Insight (FCI)

Palantir, Cognos/Planning Analytics

Cloud Pak for Automation, Cloud Pak for Integration, Cloud Pak for Multi Cloud Manager, Cloud Pak Systems.

Websphere, MQ, API Connect

Key Responsibilities:

Achieve services signings, revenue and profit targets quarterly and annually

Create, manage and prospect sales pipeline to achieve assigned territory quota.

Accurately forecast your sales pipeline on weekly, monthly and quarterly basis.

Generate new signings by leveraging existing and building new client relationships and by cooperating with IBM Consulting and IBM’s business partners

Build strong relationships with the software account sellers to maximise your engagement in all software opportunities and to contribute to opportunity identification for license deals

Scope, validate and win services deals, leverage team of enterprise architects, technical principals, proposal leaders, and delivery consultants

Prepare and present services configurations and pricing for the solution, negotiate the terms, conditions and pricing. Know and systematically manage the steps to closure

Lead post-signature activities for contract integration, change management, governance activities, up sells and re-negotiations.

Once the deal is signed, work closely with the service delivery manager to transition to perform by ensuring the scope and expectations are understood, ensuring project success.

Following closure, you will be responsible for maintaining the customer relationship to up-sell future services to generate new pipeline.

Own the customer contact and dialogue for all services opportunities incl. those services included in larger SW license deals or revenue splitting deals with other LOBs.

Act as a trusted advisor for the client and help support their success.

Identify need for new services offerings and work with the Services practice leaders to develop those offerings

Become a trusted resource for license sales, business partners and customers in promoting IBM SW Solutions (software integrated with services implementation expertise)

Support Services Sales Colleagues at times when workload is high. Be proactive and offer support when own workload is low.

Develop new sales and industry skills to support sales and customer relationship objectives.

Develop unit specific skills and skills around our corporate strategy; being a cloud platform and cognitive solutions company.


Required Technical and Professional Expertise

Our ideal candidate will :

  • Be a farmer and hunter
  • Network by nature
  • Have Self-confidence
  • Strong in customer relationships
  • Have Project Delivery Experience
  • Understand IT complexity and be able to coordinate the creation of architect solutions using multiple offerings and technologies to deliver desired customer outcomes.
  • Be familiar with the sales process and critical steps to progress in the sales cycle and bring deals to closure
  • Territory management, Forecast management, Prospecting skills, Negotiation
  • Be a learning champion on IBMs software and services offerings
  • Know how to setup and provide compelling presentations


Fluency in English and Dutch is a must

Preferred Technical and Professional Expertise

Having deep knowlegde of below products is a plus:

Products:

Cloud Pak for Data (CP4D)

Knowledge of IBM Cloud/Azure/AWS platform

Open Pages;

And we appreciate if you have one of these certification:

Internal or external seller/consulting certification.

No external certification but minimal Bachelors degree and preferable Masters degree.



About Business Unit

IBM’s Cloud and Cognitive software business is committed to bringing the power of IBM’s Cloud and Watson/AI technologies to life for our clients and ecosystem partners around the world. IBM provides you with the most comprehensive and consistent approach to development, security and operations across hybrid environments—with complete software solutions for business and IT operations, development, data science, security, and management. Our experts and software capabilities help organizations develop applications once and deploy them anywhere, integrate security across the breadth of their IT estate, and automate operations with management visibility. With IBM, you also have access to new skills and methods, governance and management approaches, and a deep ecosystem of industry experts and partners.



Your Life @ IBM

Are you craving to learn more? Prepared to solve some of the world’s most unique challenges? And ready to shape the future for millions of people? If so, then it’s time to join us, express your individuality, unleash your curiosity and discover new possibilities.

Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change – to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.

It’s time to define your career.



About IBM

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.



Location Statement

IBM wants you to bring your whole self to work and for you this might mean the ability to work flexibly. If you are interested in a flexible working pattern, please talk to our recruitment team to find out if this is possible in the current working environment.



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.

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