IBM is a global technology and innovation company headquartered in Armonk, NY. It is the largest technology and consulting employer in the world, with more than 400,000 employees serving clients in 170 countries. IBM offers a wide range of technology and consulting services; a broad portfolio of
middleware for collaboration, predictive analytics, software development and systems management; and the world’s most advanced servers and supercomputers. Utilizing its business consulting, technology and R&D expertise, IBM helps clients become “smarter” as the planet becomes more digitally interconnected. This includes working with organizations and governments to build systems that improve traffic congestion, availability of clean water, and the health and safety of populations. IBM invests more than $6 billion a year in R&D, just completing its 18th year of patent leadership. IBM Research has received recognition beyond any commercial technology research organization and is home to 5 Nobel Laureates, 9 US National Medals of Technology, 5 US National Medals of Science, 6 Turing Awards, and 10 Inductees in US Inventors Hall of Fame. The company was behind the inventions of the PC; SABRE travel reservation system; UPC codes, Watson, the Jeopardy!-playing computing system, and much more.
Job Title: Territory Sales Representative
IBM – Abuja – Nigeria
Job description
Position Summary and Responsibilities:
The role of the Territory Sales Representative is to develop an IBM relationship with clients in an assigned territory, thereby providing business solutions to their business needs. Operates effectively in either General Business: Mid-Market. Understands an industry segment in a selected market. Participates on a cross-functional team, taking advantage of all sales/support resources available. Maintains an effective business relationship with client contacts and identifies sales opportunities. Assists in the selection of the appropriate offering and route to market that will meet the client’s business objectives and provide a financial return to IBM. Builds a working relationship with members of other IBM sales functions. The primary measurements are client satisfaction and revenue.
Assume additional responsibilities as assigned.
Sales & Solution Selling Capabilities:
Qualifications Requirements
– 3+ years of relevant experience or equivalent combination of education and work experience
– In depth industry knowledge. Overall product line knowledge. Understanding of customer’s decision making process, goals, objectives and strategies
– Business and financial acumen
– Assesses potential sales opportunities and develop value propositions
– Develops product solutions for customers
– Effective presentation and negotiation skills
– Ability to develop long-term strategic and executive level relationships
Brings IBM industry SMEs to client meetings and presentations, sharing leading problem-solving techniques being deployed in the industry.
Anticipates client needs based on observed industry trends and presents innovative solutions that help the client gain a competitive advantage.
Adapts IBM industry information from larger aligned accounts to expand technical and business capabilities of mid-market customers.
Environment:
Utilizes knowledge to maintain an effective business relationship with client accounts within an assigned industry or geographic segment. Receives guidance in identifying sales opportunities by understanding the client’s business, and its competitors. Develop a unique follow-up methodology to ensure consistent and ongoing coverage of account or territory assignments based on your understanding of your sales opportunities
Communication/Negotiation:
Collaborates with others to understand business solutions and recommends solutions that support the successful implementation of a client’s business strategy.
Requires the use of negotiation skills to reach general agreements with team members and clients.
Problem Solving:
Reviews business solutions and offers alternatives that enhance and improve them.
Utilizes established techniques to provide business solutions for assigned clients.
Reviews the client’s business issues and recommends solutions or alternatives.
Demonstrates the required skills and expertise as detailed in the applicable job role in Job Role Expertise.
Contribution/Leadership:
When assigned, works closely with their manager and other sales professionals to execute business plans which are at a professional level.
Assists in the development of a hybrid coverage plan based on validated client buying habits. Plans are reviewed by management or senior professionals. These reviews are considered part of their professional development.
Assists in the direction of activities of the hybrid sales and coverage processes ensuring quality resources are deployed to delight the client, increasing IBM’s market share and revenue.
Responds to client issues and concerns by ensuring the involvement of the proper IBM functions and has an influence on other members of the department by addressing these client issues.
Understands the department mission and vision as it applies to their assignments.
Impact on Business/Scope:
Participates in planning sessions, evaluates IBM’s competitive advantages, and identifies potential areas of improvement.
Required
Bachelor’s Degree
At least 4 years experience in Sales, Client Relationships and Solution selling
English: Fluent
Preferred
At least 6 years experience in Sales, Client Relationships and Solution selling
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, disability, age, or veteran status.
How to Apply
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