Solution Sales Representative IBM Software Group

Job ID S_D-0590881 Job type Full-time Regular Work country Sweden Position type Professional Work city Göteborg, Kista Posted 10-Oct-2013 Travel 10% travel annually Job area Sales Business group IBM Sales & Distribution Job category Sales Business unit Software Sales Job role Solution Representative-Brand Specialist (SW) Job role skillset General Commissionable/Sales-Incentive jobs only No

Job description

As a Solution Sales Representative at Information Management within IBM Software Group you will be responsible for selling Information Management solutions that address selected client's business needs and deliver client value. In this role you will maintain strong relationships with executives and critical stakeholders in the IT and Line of Business organizations in selected accounts. You will demonstrate a thorough understanding of the client's business including their organization, financials, competitiveness in the market, and business issues. You also create solutions which are tailored to client's business needs and integrate the brand capabilities in a way that is valued by the customer and superior to the competition. To be successful candidate you have a strong track record in the following areas: Build demands rather than deploying a "tell sell" approach. When necessary you understand how to navigate in IBM to identify and acquire critical resources needed to develop the best solution for the client. Promote specific capabilities to develop a winning solution which addresses the client's unique business needs. Maintain an understanding of the client's industry and how the client's business fits within it. Understand IBM brand/product capabilities in order to develop winning solutions that deliver client value propositions, are tailored to the client's specific business needs, and are superior to the competition. Awareness of IBM's methods and models used in the solution sales and ability to articulate these values to the client. Lead, motivate and drive the IBM team rather than being led by it. To succeed in this interesting direct client facing sales role the following competencies are required: Successful in generating and managing a territory pipeline Strong objection handing and negotiation skills Ability to control the closure of deals within forecasted timelines

Required Bachelor's Degree At least 5 years experience in solid sales English: Fluent Swedish: Fluent

Preferred Master's Degree

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.