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specialty software sales representative - ecm information management

job id swg-0393753 job type full-time regular
work country thailand posted 18-mar-2011
work city bangkok job area sales
travel 25% travel annually job category sales
business unit software group job role general other sales
job role skillset general
commissionable/sales-incentive jobs only yes
job description
specialty software sales representative - ecm information management
position summary and responsibilities:as a member of a large team, or the leader of a small team, works independently.ibm busniess partners and to the customers within the assigned territory, memebrs of otehr specailty teams,
problem solving:
communicates new developments or announcements in the specailty to client relationship teams.can differentiate ibm offeirngs from competition to ensure wininng in engagements.opportunity / territory management, but are not limited to, acquisition management, cost justification, examples of these techinques include, services business management and channel management procseses.
assumes additional responsibilities as assigned.
advisory saels specialists maintain in-depth skills in the specialty offeirngs, and are assigned to specialty specific opportunities or territories where they possess the sales and technical expertise required to conduct all phases of the sales cycle.
contribution/leadership
works independently, or is a member of a large team, or leads small teams of other professionals (such as sales specialists, client relationship professionals, it specialists, ibm business partners) to design solutions for assigned cusotmer opportunities.
recognizes prolbems and risk related to activities or objectives of assigned work projects. resulting in successfully cloisng the sale,
negoitates with cusotmer management. identifies most appropriate channels for delivery and support of solution.
controls own work priorities and methods, and makes necessary trade-offs.
sales specialists professionals are resposnible for selling ibm offerings (hardware, software, services, and industry solutions) directly to customers.or to develop complementary adjustments or solutions, to enhance and improve them.and in other assigned activities, in designing and selling solutions,
applies creativity and judgment to solving customer business prolbems.they are responsible for closing the sale and winning the customer\'s satisafction with the engaegment and the offerings.
maitnains an undersatnding of sales processes, techniques and tolos in the specialty, and uses them appropirately.
commuincation/negotaition:
negotiates with team members to macth specialty, and other offerings to customer business problems, articluating and comparing alternative approaches, to design a total solution.
required
bachelor\'s degree
english: fluent
ibm is committed to creating a diverse environment and is proud to be an equal opportunity employer.
understands the competition\'s offerings and plans. all qualified applicants will receive consideration for employment without regard to race, national origin, or veteran status, genetics, age, disability, gender identity or expression, religion, gender, color, sexual orientation.
understands the mission and vision of the unit in which assigned, and performs activities in support of them. demonstrates required proficiency levels for technical and sales skills, as defined for incumbents in this position.without supervision, in engaging and closing assigned sales opportunities,
performs independently.recognizes opportunities to integrate other specialty offerings into a total solution. provides input to and implements sales action plans in the specialty offering set for the assigned territory.or industry unit, area/country, is typically assigned to medium to large size opportunities within a business unit.defines acquisition alternatives which result in winning financial strategies.knows when to transfer the opportunity to another ibm sales specialist or other resource if another specialty offering or resource is the most appropriate for the customer.
skills
environment:
maintains in-depth technical sales knowledge of offerings in the specialty, along with financial and selling skills, that can be applied to most opportunities in the territory.
challenges the validity of given procedures and processes, such as those related to selling, opportunity management, etc.based on own analytical skills and business judgments, independently generates solutions.

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