Services Solution Leader - Telco

Job ID GTS-0619040 Job type Full-time Regular Work country India Position type Professional Work city Mumbai Posted 13-Nov-2013 Travel No travel Job area Sales Business group Global Technology Services Job category Services Solutions Management Business unit Strat Outsrcng Job role Technical Solution Manager Job role skillset Strategic Outsourcing Infrastructure Commissionable/Sales-Incentive jobs only Yes

Job description

We are looking for a seasoned Sales Leader to lead a team of Client Relationship Managers (CRM’s) to lead the relationship with a large Communication Sector Managed Services client. – He /she will lead sales engagements, selling solutions to complex IT and business requirements, based in Mumbai (travel 30%, mainly Pune) - Part of their initial responsibility includes identifying new opportunties and will be responsible for assembling the IBM sales engagement team, managing the team (Technical Solution Manager, Architect and Service Towers within the Delivery Organization.), customer relationship, participate in complex solutioning, establish beneficial pricing that is highly competitive and close the opportunity. - Also he / she will mobilize all appropriate IBM resources to support the customers business interest and demonstrate IBM value over competition in services space. - He / she will be responsible for managing opportunities and addressing proposals for key services engagements with the client and grow the services revenue base. - The successful candidate will enable the sales and business development to achieve our goal of increasing revenue and customer satisfaction for end to end IBM Services. This is a Team leader role in Managed Services organization for identifying new opportunities and revenue / signings base growth and involves managing an established team of high performance sellers. He / she will be responsible for signings. that are expected to grow 25%-30% every year. The idea is to drive the base growth agenda with disciplined approach on weekly signings and other metrics and covers Client Organization Leadership (CTO, CIO, Director Procurement, COO, CFO). The selected candidate should beable to give a perspective on IBM offerings for opportunities in Telecom domain and take an end to end ownership for engagements from conceptualizing a solution for a business need to signing the deal with support from Solutioning team, Architects, Delivery managers and SME's. He / he will be expected to look at overall account growth across lines of business in IBM - primary measurement is Services signings and focus on identifying key plays in Telecom sector and anticipating what solutions would fit customer business requirements. He / she is expected to make IBM the preferred choice for requirements keeping competition out and leverages innovation and marketing for long term stickiness in the account. While the selected candidate will need to also stay focused on growing the base he/she will also be expected to look at possible new growth engines to be added in next 2-3 years apart from existing IT scope in new areas like Network side, Wi-fi, Cloud, Super NOC, Analytics, MPLS, Enterprise services etc Required Skills: - Should have led complex deals across business lines and ability to lead teams - Fifteen - Seventeen years in an IT MNC / Large Indian SI organization meeting revenue objectives for assigned large account and managing relationship with LOB Executives in large Telecom account (preferably Top 5 Telcos). - Ability to take initiative and interact frequently with IT Vertical Heads of client organization is key, the candidate should be able to show this ability has been demonstrated in the recent past. - Quick learner and ability to identify industry trends, anticipate areas of engagement in Telco space where IBM could have a possible play and satisfy customer business vision / requirements by leveraging larger IBM Experience: 15 + Years

Required Bachelor's Degree At least 5 years experience in Exp in handling telecom accounts English: Fluent

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.