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Your Role and Responsibilities
We are looking for a strong sales leader in Cross Brand SW on System Z. The Z Systems Software Sales Specialist is responsible for driving our strategy to put Software Z at the core of IBM’s Hybrid Cloud and AI strategy. With a strong modern portfolio that helps customers accelerate digital transformation, the sales leader would be responsible for the overall sales strategy that drives closure of Z Systems Software offerings including Agile DevOps on Cloud & OpenSource – CI/CD, Hybrid & Multi Cloud Automation & Service Management , Data Fabric & Artificial Intelligence , API Economy and Digital Transformation for all the System Z customers in Indonesia.
The candidate should possess strong business development skills to identify future potential opportunities in the market place. He/She should have the willingness and ability to develop deep and wide relationships across our z customer base and business partners, develop his own initiatives adapted from WW sales plays and successfully execute them in the assigned market place to achieve quarterly and annual budgets.
He/She is required to work closely and successfully with in country and market leaders to drive the business on a quarterly basis. Executive communication and multi business unit coordination within IBM is critical success factor. The Z Systems Software Sales Specialist will lead the development of Z Systems Software opportunity win plans, including leveraging IBM senior executives, technical resources and the broader IBM team to progress and close Z Systems Software revenue.
We are looking for a winner with self drive and a “Can Do” attitude to problem solving and winning in the market place. Highly responsive, self driven, self learner and a smart thinker, the candidate should continuously drive plans working together with the ww teams to demonstrate incremental customer value of the sales play offerings., he/she should possess persuasive customer facing and problem solving/objection handling skills.
The Z Systems Software Sales Specialist must be comfortable developing materials and presenting to senior client executives, which can include the CIO and senior level IT and business Executives. They are required to have a demonstrated understanding of the client’s business, goals, strategies as well as industry trends and directions.
The seller is responsible for coordinating multi-disciplined solution teams, and integrating Z Systems Software required to meet the client business needs. They will lead multiple opportunities concurrently although typically in different sales stages and have assigned revenue targets.
The position offers tremendous self esteem, gratification , high earning potential and great potential for professional learning and career growth for the successful candidate.
Required Technical and Professional Expertise
- At least 6 to 10 years of successful experience in Enterprise- large Account Sales in Indonesia with demonstrated quota achievement and deal progression management
- Strong business development skills with willingness to engage deep and wide within the z customer base to develop opportunities for sales play offerings.
- Strong desire and ability to learn continuously is a critical success factor
- Willingness to conduct and drive weekly face-to-face client engagements.
- Strong and proven written and verbal communication skills
- Proven ability to analyze complex/new situations, anticipate potential problems, assess opportunities, impacts, and risks in the solutions sales cycle.
- Proven Negotiation Skills
- Ability to work smoothly under pressure and stress from time to time
- Strong Team player who enjoys camaraderie at work and a healthy work – life balance culture
- Ability to communicate and present at Executive and C Level
- Self Driven with a Positive and Winning attitude is a critical success criteria
Preferred Technical and Professional Expertise
- At least 6 to 10 years of successful experience in zSW /zHW/zStorage Sales in Indonesia
- Experience in selling to the Indonesian government and semi- government account is desirable.
- Experience of successfully working in a matrix organization dealing with cross functional business units.
- Experienced in understanding of System z SW or HW Pricing Constructs, Offerings and Contracts is desirable.
Being You @ IBM
IBM 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.