Job Title: GTS Specialist Partner Representative
Employer: International Business Machines (IBM)
Job ID: GTS-0600548
Job type: Full-time Complementary
Work country: Nigeria
Position type: Professional
Work city: Lagos
Posted: 22-Aug-2013
Travel: 50% travel annually
Job area: Sales
Business group: Global Technology Services
Job category: Sales
Business unit: TSS
Job role: Channel Sales Professional
Job role skillset: General
Commissionable/Sales-Incentive jobs only: Yes
Job description:
Position Summary & Responsibilities:
• Achieving the territory brand objectives using BP Route 100%
• Build Transaction Roadmap for Partner Territory
• Implementing territory Plan-to-Make Plan
• Perform Gap to Plan Analysis & Actions for partner territory
• Building and managing business plans with local business partners
• Analyzing territory and partner firm performance gaps and developing resolution plan
• Engaging business partner sellers to develop territory business and drive sales execution
• Driving joint sales calls with partners on key and complex opportunities
• Owning the territory execution of the channel services specialty sales plays
• Leading pipeline progression business partners
• Assisting BPs to deploy services specialty and solutions plays at territory level
Desired Experience:
• Extensive knowledge of the Global Technology Services (GTS) offerings portfolio.
• Able to identify and resolve skills and program issues and apply knowledge of tools and selling offerings, programs and initiatives.
• Ability to support the BP's strategic and tactical plans in assigned solution area, while exceeding GTS solution area business objectives and measurements at assigned BP account
Skills:
• Ability to clearly understand the BP's vision, strategy, goals and objectives, and be able to link them to IBM business programs in assigned solution area.
• Ability to successfully co-sell and manage sales execution of GTS services specialties across assigned territory.
• Strong written and verbal communication skills
Required:
• Bachelor's Degree
• At least 5 years experience in evaluating Business Partner sales capabilities
• English: Fluent
Preferred:
• Master's Degree in Business/Management
• At least 6 years experience in evaluating Business Partner sales capabilities
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