IBM Jobs Account Manager: This position is responsible for generating leads, (client LOB and IT) and for closing IBM business via telephone, electronic mail , Internet or in person. Serves as the customer lead advocate for many clients throughout the sales cycle, and manages client IT, LOB or buyer group customer relationships. Responsible for client satisfaction and for revenue generation via frequent communications within a large and diverse territory assignment. Identifies opportunities, and works with and engages Sales Specialists, Business Partners, Influencers and others as appropriate. Validates, qualifies and prioritizes opportunities. Performs as the central point to pull together the elements of a complete customer solution. Populates and maintains a customer records database to support opportunity pipeline management. Develops a reporting structure, follows up and participates with a territory sales team in closing the sale. Ensures that the customer understands the solution and its benefits, pricing, delivery, warranty and contract information and any other relevant terms and conditions. Follows up on quotes and contract submissions within IBM and with the customer to accelerate and close the sale. Identifies and establishes ongoing relationships with the IBM team that generate increased IBM revenue in assigned territory. Engages, builds relationships and works effectively with business partners and influencers to ensure their participation in successful, cost effective achievement of sales objectives. Clearly articulates business issues, advises customer on the latest industry trends and technology solutions, and recommends IBM products, services and solutions that solve the business problem. Remains current on IBM products/services/solutions, selling techniques, productivity tools, competitive offerings and approaches and the customer territory, organization and decision makers. The employee guides functional objectives or technologies.
Candidate should be experienced in selling to commercial industry in Pakistan.
Candidate should understand the business models along with processes and procedures currently being used in this industry.
Candidate should have prior experience of selling IT based solutions to business users.
Environment: Professional knowledge related to public sector function/business unit and its processes. Experienced with public procurement rules and other similar processes.
Communication/Negotiation: Advise other professionals. Negotiate to define approaches and goals.
Problem Solving: Recognize complex problems related to functional objectives. Analyze situations and suggests solutions, or develop new system elements, procedures or processes. Creativity and judgment applied to developmental work on different projects within the business environment.
Contribution/Leadership: Must be a strong team player to work with different business lines at IBM.. Understand department/ functional mission and vision. Defines and decides objectives within specified business concept or project and may have responsibility for tools and assigned resources. Utilizes expertise to directly influence people outside department or function.
Impact on Business/Scope: Accountable for assigned territory business results and for activities and/or projects involving multi-functional teams. Regularly participates in overall functional program planning. Activities are subject to business measurements, impact customer satisfaction, and demand generation for IBM solutions and services
Desired Skills and Experience
5+ years Sales / Account Relationship experience required Apply