STG Cross Brand Competitive Sales

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stg cross brand competitive sales specialist (in charge of government accounts)

job id s_d-0426368 job type full-time regular
work country vietnam posted 02-aug-2011
work city hanoi job area sales
travel 25% travel annually job category sales
business unit stg sales job role brand client representative
job role skillset channel sales skills
commissionable/sales-incentive jobs only yes
job description
the cross sales specialists professionals are responsible for selling ibm systems and technology group (stg) offerings (hardware, system software and stg solutions) directly to customers.knows when to transfer the opportunity to another ibm saels specialist or otehr resource if another specailty offering or resource is the most appropriate for the cusotmer. along with financial and selling skills, that can be applied to most opportunities in the terrtiory, collaborates with other saels team memebrs on the work effort required to drvie relevant brand initiatives and straetgies
maintains in-depth technical sales knowledge of stg offerings in the specailty.provides input to and implements sales action plnas in the specialty offering set for the assgined territory.understands the mission and vision of the unit in which assigned, and performs activities in support of them. techniques and tools in the specialty, and uses them appropriately, maintains an understanding of sales processes.without supervision, in engaging and cloisng assigned sales opportunities,
performs independently.such as those related to selling, opportunity manaegment, etc, challenges the validity of given procedures and processes.
communication/negotiation:
negoitates with team members to match specialty, and other offerings to customer business problems, articulating and comparing alternative approaches, to design a total solution. they are responsible for closing the sale and winning the customer\'s satisfaction with the engagement and the offerings. recognizes opportunities to integrate other specialty offerings into a total solution. but are not limited to, acquisition management, cost justification, examples of these techniques include, services business management and channel management processes, opportunity / territory management.
required
bachelor\'s degree
at least 6 years experience in channels management, some technical experience preferred but not mandatory
english: fluent
ibm is committed to creating a diverse environment and is proud to be an equal opportunity employer, it sales experience.understands the competition\'s offerings and plans. and campiagns that are in plcae to help drive stg sales wihtin the assigned territory, plans, supoprts sales strategies.resutling in successfully closing the sale,
negotiates with customer management.members of other specialty temas,
prbolem solivng:
commuincates new develpoments or announecments in the specialty to cleint relatoinship temas, ibm business partners and to the customers within the assigned territory.
recognizes problems and risk related to activities or objectives of assigned work projects. demonstrates required proficiency levels for stg technical and sales skills. or leads small teams of other professionals (such as client relationship professionals, it specialists, ibm business partners) to design solutions for assigned customer opportunities, or is a member of a large team,
works independently.works independently, or as a member of a large team, or the leader of a small team to drive sales of stg solution to clients.defines acquisition alternatives which result in winning financial strategies.can differentiate ibm stg offerings from competition to ensure winning in engagements.or to develop complementary adjustments or solutions, to enhance and improve them.and makes necessary trade-offs, controls own work priorities and methods.defines sales activities that are designed to take customers through a step-by-step process of acceptance of the ibm brand; ensures these activities positively affect customer behavior, and get measurable, increase awareness, actionable results. identifies most appropriate channels for delivery and support of solution.
the cross brand sales specialists maintain in-depth skills and possess the sales and technical expertise required to conduct all phases of the sales cycle. applies creativity and judgment to solving customer business problems, in designing and selling solutions, and in other assigned activities.sexual orientation, age, gender, or veteran status, genetics, all qualified applicants will receive consideration for employment without regard to race, religion, national origin, gender identity or expression, color, disability.based on own analytical skills and business judgments, independently generates solutions.

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