Full-Time CEE Channel Cloud Services Sales Representative
Job Description
Overview:
Are you a proactive, highly motivated seller who wants to work in the area that is revolutionising our Industry and business as a whole?
Are you able to build a successful cloud services channel business by working across the large ecosystem of influencers, SaaS, ISV and traditional business partner channels to ensure IBM’s cloud success?
Are you able to think about cloud business models- about how a partner can be successful? Their clients? and IBM all at the same time?
Are you comfortable to meet with a start up to position Softlayer as their cloud platform for their new app, in the afternoon with a telco to position a strategic partnership?
To talk the language of cloud; baremetal, ruby on rails, Openstack and Hadoop, yet also New Business models, cost optimisation and getting new services to market? Are you able to motivate and inspire those around you?
Can you use social tools like twitter and linkedin to reach new clients, yet also your network, in and out of IBM?
Can you Inspire those around you?
If you are a talented professional who seeks responsibility, thrives when empowered, and understands the importance of personal accountability, then Cloud Services needs you!
Role Description:
Revenue Target
Drive revenue and market share to meet or exceed quarterly cloud channel targets against the Cloud Services Portfolio (Cloud Advisory, Cloud Builder, CMS and Softlayer)
Business Development
Define the Go to market Strategy for IBM cloud services channel – How will IBM be successful with CS in your region?
Cross brand/ Channel Determine the strategy for working with other brands and the cloud software team to develop joint win/win opportunities for cloud growth (e.g. SAP, with SO ) To work with other business lines in IBM to ensure win/win success in the market
S&D- Define the right OI strategy with S&D, GTS and GBS leadership in the region- Include Enablement, marketing and setting of agreed OI targets/ activity.
Marketing – Work with marketing to agree your cloud CS channel marketing strategy and activity for your EBU
BOTC- Focus on these internet centric and tech savvy companies- Define who these clients are and the game plan to win share.
Cloud Ambassador- Via Social Media and in person- Attend conference and trade-shows, network with technology incubators, press and start-ups. Internally be the ‘go to’ figurehead for cloud in your region
Opportunity Ownership:
Articulate a clear and compelling value proposition for CS on key opportunities- Demonstrated through a comprehensive Opportunity Plan
Show me Don’t tell me: Be able to competently demonstrate Softlayer and CMS
Tap into right cloud resources at CEE, European and global level to get it done
Attend Weekly Cadence Calls- Prepare input in a timely manner.
Pre-requisities
Good Understanding of CLoud Technologies and the cloud marketplace
Maintains strong relationships with Business Partner executives and influencers. Understands the Business Partner business, including their organization, financials, competitiveness in the market, industry and business issues
Attitute: positive, can-do attitute with a make it happen approach.
Team Player- Works across the cloud unit team and broader IBM to get it done.
A/B Approach to Leading the territory- Not letting good get in the way of perfect. Happy to experiment and fail fast in order to succeed faster.
Technical Understanding with the ability to rapidly learn and understand new technologies.
Sales Methodology- Understands and practices proven sales process such as Client Value method
Required
Bachelor’s Degree
At least 2 years experience in IT Sales
At least 1 year experience in Cloud Technologies
English: Intermediate
How to Apply
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