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IBM MVS New Business Executive (Industrial and Financial Markets) in Cambridge, Massachusetts

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

Multi-Vendor Services New Business Executive (BDE) for Industrial and Financial Markets

The Multi-Vendor Services (MVS) New Business Executive will be responsible for prospecting and building a pipeline specifically for the Industrial and Financial Sector. They will be focused on winning MVS new clients and their territory will include hundreds of clients in the Industrial &

Financial industry sector. Maintain in-depth skills in the specialty offerings and are assigned specific opportunities or territories where they possess the sales and technical expertise required to conduct all phases of the sales cycle. They work in a Team Selling setting and must be able to manage across organizations, worldwide geographies, and industries.

They are responsible for filling the pipeline to exceed $15M of net new signings by end of 1H 2022, closing the sale with a 70% efficiency in close rate or at least $5M in new business signings to the business by Q1 2022. This will require winning the customer's satisfaction with the engagement and the offerings. The employee Influences the functional strategy, develops door openers for the sales organization, conducts joint presentations with IBM sales and executive management.

Environment:

Professional knowledge of MVS maintenance strengths and weaknesses vs. other TPM (Third Party Maintenance) offerings. Understands IBM organizational resources, priorities, needs and policies. Must understand the MVS offerings, along with a proven ability to hunt net new EMC estate maintenance business and a strong deal close ratio to pipeline.

Communication/Negotiation:

Guide other professionals. Adapt communications and approaches to conclude negotiations with various partners, resulting in common agreements. Business Development skills a plus as responsibilities will require creating new opportunities.

Problem Solving:

Analyze complex/new situations, anticipate potential problems and future trends, assess opportunities, impacts, and risks. Develop and implement solutions.

Contribution/Leadership:

Leads multi-functional sales/solution teams in the area of MVS market development. Has vision of functional or unit mission. Influences people and organizations, including executive management, when issues are complex/difficult and require considerable diplomacy. Considerable latitude in responsibilities to define and decide on tools, processes, priorities and resources following general business unit directives. Recognized as an expert in their field. Often no precedent exists.

Impact on Business/Scope:

Accountable for projects or programs involving multi- functional, country-wide or regional teams. Responsible for overall functional MVS win the Industrial sector program success, including iSaaS (TSS Support as a Service). Activities are subject to business measurements, impact customer satisfaction, and impact functional, business unit, or country costs or expenses.

Required Technical and Professional Expertise

  • Minimum of 5 years experience selling service with relevant maintenance sales a plus.

  • Proficient in Microsoft office applications (Power Point, Word, Excel)

  • Demonstrated Leadership in cold calling and winning new clients

  • Successful track record of calling on C-suite and developing compelling value propositions

  • Strong written and verbal communications

  • Demonstrated ability to analyze complex/new situations, anticipate potential problems, assess opportunities, impacts, and risks in -the development and implementation of solutions.

  • Strong Negotiation Skills

  • Strong Business Development/ Hunting skills

  • Demonstrated Deal Progression Management

Preferred Technical and Professional Expertise

  • Knowledge of Financial, Communications and Industry Sectors

  • Maintenance sales a plus

About Business UnitAt Global Technology Services (GTS), we help our clients envision the future by offering end-to-end IT and technology support services, supported by an unmatched global delivery network. It's a unique blend of bold new ideas and client-first thinking. If you can restlessly reinvent yourself and solve problems in new ways, work on both technology and business projects, and ask, "What else is possible?" GTS is the place for you!

This job requires you to be fully COVID-19 vaccinated prior to your start date, where legally permissible. Proof of vaccination status will be required. If you are unable to be vaccinated due to medical, pregnancy or religious reasons, we offer accommodations in accordance with applicable law.

Your Life @ IBMAre 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 IBMIBM'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 StatementIBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:

*12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.

*World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.

*Well-being programs to support mental and physical health.

*Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).

*Select educational reimbursement opportunities.

*Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.

*Giving and volunteer programs to benefit charitable organizations and local communities.

*Discounts on retail products, services, and experiences.

This position is eligible for participation in an IBM sales incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change.

We consider qualified applicants with criminal histories, consistent with applicable law.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

Being You @ IBMIBM 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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