Saturday, September 21, 2013

ITS Client Rep (ICR) - Houston

ITS CLIENT REP (ICR): The successful candidate must be able to (1) Demonstrate extensive experience in selling and closing, large, complex, transformational solutions, driving end-to-end solutions which cross individual Service Product Line (SPL) boundaries, (2) Develop and articulate compelling value propositions for our services with our clients, (3) Engage directly with IT and C-level executives to understand their key challenges and initiatives and be able to map the right IBM solutions to their business requirements (4) Develop and execute tactical and strategic sales strategies that leverage existing client relationships, drive win plans that capitalize on or create compelling events and highlight IBM's differentiation to ultimately win the business, (5) Lead cross discipline teams towards a common vision while operating effectively in a highly matrixed environment. (6) Engage with the delivery team during the solution design phase in order to develop a technically viable solution, as well as utilize key delivery resources during the sell cycle to showcase IBM's expertise and build client credibility for our solutions (7) Consistently deliver on assigned Signings, Revenue and Profit objectives (8) Sell value by focusing the client on value creation versus low cost. (9) Conduct detailed account planning with client rep teams (10) Candidate must have strong communication skills (written/verbal).

Experience in developing cost and pricing cases using IBM's Pricing Tools - Then using that information to drive a solution that drives client value while at the same time maximizing IBM profit.

50% travel required.


  • At least 5 years experience in Customer Focused Sales Experience

  • At least 3 years experience in Execution of Buying Vision/Win Strategy

  • At least 3 years experience in Value-Based Sales Skills

  • At least 3 years experience in Deal Closing Skills

  • At least 3 years experience in Financial Selling Skills

  • At least 3 years experience in C-Level Relationship Building

  • At least 3 years experience in Effective Territory Management

  • At least 3 years experience in Selling in a Matrixed Team

  • Readiness to travel 50% travel annually

  • English: Fluent


  • Bachelor's Degree

  • At least 3 years experience in Selling High Value Infrastructure Services Engagements

  • At least 2 years experience in General Business

Additional information

IBM Global Technology Services, the largest Information Technology services provider in the world, integrates IBM's broad range of services, hardware, software and research to help meet the IT needs for a wide range of companies. The IBM Global Technology Services portfolio includes: Business Continuity and resiliency services, Integrated Technology services, Security and privacy services, Strategic Outsourcing Services, Managed Business Process Services and Applications on Demand. For more information on IBM Global Technology Services please visit

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.

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