Business Sell & Deliver - Distribution Sector

Job Description

IntroductionAt IBM, work is more than a job - its 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 youve never thought possible. Are you ready to lead in this new era of technology and solve some of the worlds most challenging problems If so, lets talk.Your Role and ResponsibilitiesIBM is the worlds largest technology and consulting company with IBM Global Business Services (GBS) a partner of unmatched breadth and depth, across a spectrum of business operations. We understand that real business value is delivered by enriching business consulting with advanced research, analytics and technology. As a consultant at IBM, you will have the rare opportunity to bring these elements together, improving the value we bring our clients. With operations in 170 countries, youll make a direct impact by solving complex business issues for leading clients. You will be chipping in by doing significant work across multiple industries and sectors, as well as governments and agencies, to make a real differenceWho you are: The Consumer and Retail Industry sits within the Distribution Sector within the IBM Global Business Services (the consulting and services arm of IBM). The unit is focused on building the consulting and technology business with Consumer and Retail Industry clients. As a part of the Global Consumer Industry Unit, this business is well supported by a team which spans across Subject Matter Experts across the various technology areas and consulting expertise.You will be responsible for winning business from new customers in this Industry. Shall build and maintain relations with clients at CXOs levels and achieve trusted partner status with clients. Will be expected that you have a fair understanding of the Retail Industry and about the Core Applications and Services which are typically in use at Retail Organisations, like ERP, CRM, MarTech, HR Tech etc. Should have had experience with conceiving, positioning and developing solutions for client organisations that will include solutions on Cloud and AI. What you ll do: Understand the fundamentals of the clients business from the perspective of the client. Develop an in-depth understanding of their business strategies and initiatives, key business processes, and their areas of strength and weakness; their financial objectives and performance; and their market including their competitors. Develop an understanding of their business organization, culture, history and reputation. Collaboratively with the client , understand their vision and their concerns, and current or potential issues that will impact their success in meeting their objectives and attaining this vision. Gain agreement on solutions that can enhance their business and improve their success.You will be accountable for achieving a booking and revenue target, profitability, collections and client satisfaction levels. Win business across the consulting, enterprise applications, cloud and AI areas through a combination of small, large and annuity deals. Build a sustainable and continuous business pipeline across the solution portfolio, which enables business predictability. Responsible for all negotiations with clients, including contracting, terms, price, SOW in consultation with the delivery team, finance and leadership.Build and sustain deep relationships across the client landscape with multiple stakeholders. Understand competitive landscape and constantly improve intelligence in each strategic account. Ensure selling effectiveness across the sales cycle. Understand client needs and identify the right solution to solve those business challenges. Create winning proposals with sharp messaging on the value proposition. Be the brand ambassador for IBM for the client and with all key stakeholders including alliance partners. How we ll help you grow:

• You ll have access to all the technical, management and leadership training courses you need to become the expert you want to be
• You ll learn directly from sales leaders and senior leadership team
• You have the opportunity to work in many different areas to figure out what really excites you

Required Technical and Professional Expertise

• An experienced professional (12 to 15 + years of experience) preferably with experience in the Retail Industry, who has been in a consultative selling role to scale the consulting and technology services business for IBM in India focussed on the Consumer and Retail Industry segment.
• You will have a proven sales experience, been a go-getter with drive to win and demonstrate the maturity required to plan and deliver results despite a challenging market and client situations and strategizing to win against competition

Preferred Technical and Professional Expertise

• Engineering / Technical Graduate from a Premier Institute and a Management Degree from a Premier Institute
• Worked in a Consulting led Selling role for at least 3 years

About Business UnitIBM Services is a team of business, strategy and technology consultants that design, build, and run foundational systems and services that is the backbone of the worlds economy. IBM Services partners with the worlds leading companies in over 170 countries to build smarter businesses by reimagining and reinventing through technology, with its outcome-focused methodologies, industry-leading portfolio and world class research and operations expertise leading to results-driven innovation and enduring excellence.Your Life @ IBMWhat matters to you when you re looking for your next career challenge Maybe you want to get involved in work that really changes the world What about somewhere with incredible and diverse career and development opportunities where you can truly discover your passion Are you looking for a culture of openness, collaboration and trust where everyone has a voice What about all of these If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.Impact. Inclusion. Infinite Experiences. Do your best work ever.About IBMIBM s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.Location StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.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.,

Keyskills :
subject matter expertsaudio masteringbusiness servicesbusiness consultingleadership trainingclient satisfactiontechnology servicesspectrum managementconsultative selling