IBM Public Market Service Client Representative in New York, New York
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Your Role and Responsibilities
IBM is seeking a Services Client Representative (SCR) for the U.S. Healthcare & Life Sciences Market. In this role, you will operate as the lead deal maker and closer on complex IT services opportunities. You will organize subject matter experts and sales leads in the areas of infrastructure management services under traditional outsourcing, hosting and Cloud (public, private, and hybrid) operating models to close the complex transactions. You will lead client negotiations, propose solutions to CxOs, and Evaluation Committees acting as the single point of client contact for all deal-progression activities. while interacting with senior client executives, which can include the CEO, CFO, CIO, Board of Directors and evaluation committees. You will be required to have an in-depth understanding of the client's business, goals, strategies and industry trends and directions. You will lead multi-disciplined teams, and integrating products and services required to meet the business needs. These deals are intended to increase IBM's services revenue within the account and may include some or all of the following sample of solutions:
Cloud – IaaS, Storage, zOS Cloud, PaaS solutions including SAP as a Service, cloudMatrix/Hybrid IT
Systems – IT as a Service, managed services for servers, mainframe, storage, leveraging analytics and robotics.
Security – Security as a Service, threat management, ID management, malware defense management
Network – Network as a Service, telecom expense management, optimization studies, Software Defined Networking, OEM hardware and software procurement, Voice and Data.
Resiliency – Disaster Recovery as a Service, DR strategy and consulting, high availability environments, cloud managed backup
Data Center – Strategy, design, implementation, optimization, services to support data centers
Mobility – Workstation as a Service, Mobile Expense Management, Mac@Work, Service Desk, End User Services
Open Source – Red Hat Enterprise Linux, OpenShift, Ansible
Additional responsibilities will include:
Leading customer presentations while describing IBM's point of view, solution and proposal through a value-driven sales approach
Responsible for demonstrating the value of out-tasking, and leveraging off-shore labor models
Collaborates with, and acts as a liaison between our customers, sales, pre-sales solution development and delivery teams during the end-to-end engagement and sales process
Developing the financial solution for an engagement based on client requirements, developing business cases, CBAs, and executing a CFO-targeted financial sale
Leading multi-disciplinary teams in developing complex solutions for specific client opportunities and in developing client deliverables such as a request for information (RFI), request for proposal response (RFP), and statements of work (SOWs), and client proposals/ presentations
May be asked to conduct formal enablement sessions in the areas of Infrastructure Management Services (both Traditional and Cloud) to various stakeholders, IBM internal Opportunity Owner and Opportunity Identifying communities, business partners and customers
To be successful in this role, you should have the ability to manage multiple accounts concurrently and develop pursuit strategies and support new business opportunities, which include identifying/qualifying sales opportunities, determining engagement scope and cost projections, and formulating potential solutions based on client requirements. A solid technical, and conceptual/operational background in client end user workplace/mobility solutions, infrastructure, messaging platforms/technologies, ITIL service management, service quality management, continuous improvement, and global sourcing concepts is beneficial.
You must demonstrate the use of strong leadership and consultative sales techniques to develop and broaden sales opportunities and compelling value propositions. We are seeking a candidate that is able to lead large deal teams as the single overall sales leader and opportunity owner of a given sales pursuit. Ideally, you will also have prior experience in the public, healthcare provider, healthcare payer and/or life sciences sectors.
Required Technical and Professional Expertise
At least 7 years’ experience in IT Services Solution Selling, or Consulting to IT executives; e.g.: CTOs, CIOs, VP of Infra, Data Center Directors
Readiness to travel up to 50% annually
Preferred Technical and Professional Expertise
At least 4 years’ experience in 1 of the following sectors: public, healthcare provider, healthcare payer and/or life sciences.
At least 5 years’ experience in Technical Solution Development
At least 5 years’ experience in Leveraging Partners/Solution Providers
At least 5 years’ experience in Business Case and Proposal Development
At least 5 years’ experience in Selling Infrastructure Support Services / Managed Services
At least 7 years’ experience in Face-to-face Opportunity Identification
At least 7 years’ experience in Selling to IT Executives
About Business Unit
At Global Technology Services (GTS), we help our clients envision the future by offering end-to-end IT and technology support services, supported by an unmatched global delivery network. It's a unique blend of bold new ideas and client-first thinking. If you can restlessly reinvent yourself and solve problems in new ways, work on both technology and business projects, and ask, "What else is possible?" GTS is the place for you!
Your Life @ IBM
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Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.
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For additional information about location requirements, please discuss with the recruiter following submission of your application.
Being You @ IBM
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, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
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