Digital Sales Specialist

Introduction
Digital Sales Solution Rep need to focus on ISA market and support Direct and Channel Sales of TLS team on Software subscription and Hardware Warranty prices at the point of Sales and after warranty need to renew the Hardware AMC/ MA and Software subscription of all warranty exit boxes in all ISA market. Support Digital Sales leader and Country Logo business leader on conversion of subscription drive business outcome. Provides pipeline analysis, daily/weekly standard deliverables and insights and supports overall unit sales cadence process

Your Role and Responsibilities
Works with customers and account managers to directly to drive services growth, attachment of professional and maintenance services offers to product purchases, and secure Hardware maintenance renewal. Drives scalable, repeatable processes to increase services revenue to the business. Maintains account team relationships and transfer leads as appropriate. Maintains an opportunity management funnel and participates in regular account/territory planning sessions with account managers that apply to their area of specialty and to the opportunities that they will focus on to drive revenue for the company. Articulates the company’s solutions’ abilities to solve customer business problems; distinguished from other sales roles by providing in-depth solution expertise on a given segment of the business. Requires a mature solution selling approach with an established sales record including maintenance sales experience. Demonstrated experience with large quotas and/or selling to C-level executives. Ability to mentor associates within services sales community. Typically requires 5 to 7+ years’ experience and a Bachelor’s degree or equivalent experience. MBA is preferred
Responsibilities:

• Professional Services, Maintenance and Operational Services sales
• Manage maintenance renewals with a focus on profitable multi‐year agreements, clearly defined deliverables, and a price book to capture upgrade related revenue.
• Align service proposals to specific customer requirements
• Close working relationship with sales and the service delivery teams, specifically the Service Engagement Managers and consulting teams.
• Increase revenue from existing customers.
• Building new revenue streams from Systems Integrators / Service Providers channel partners
• Increase services value proposition to customers and sales teams.
• Ensure new opportunities have the appropriate maintenance value proposition and multi‐year agreements with clearly defined deliverables and price book for future growth.
• Transformation of the sales engagement model to be strategy lead and capable of moving up the “food chain” to allow for an earlier and business level engagement of the services team, specifically the consulting team.
• Develop opportunity specific “Service Solutions” to address non‐standard engagement models, such as Service Provider or Systems Integrator led sales engagements.
• Focus On Multivendor Business to capture from all existing customer to increase the portfolio of IBM
• Required focus and increase business the Business Partner
• Train and educate the Business Partner sales team to increase Stream revenue

Required Technical and Professional Expertise

• Typically requires 8 to 10+ years sales experience and a bachelor’s degree or equivalent experience. MBA is preferred.
• Contextual understanding of the Technology Lifecycle Services Business Unit within IBM and also the background understanding of the dynamics of Technology Lifecycle Services Business.
• Experience in Sales, inclination to work on Maintenance/Multi-Vendor Services / Software Support Subscription Business
• Attention to detail and Proven problem solving / business analysis skills
• Ability to work independently and in tight deadlines and is highly results driven
• Proven organizational skills and time management skills, collaborative, works well in a team environment
• Can work independently

Preferred Technical and Professional Expertise

• Proven soft skills, analytical skills, team player, excel skills and Customer Satisfaction
• Having clear understanding on IBM Hardware Maintenance ,Multi-Vendor Services and Software Support Subscription Business.
• Ambitious individual who can work under their own direction towards agreed targets/goals and with creative approach to work
• Intuitive individual with an ability to manage change and proven time management
• Preference is given to candidates who IBM Logo hardware work experience and TLS Brand exposure in Sales.