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sales specialist - competitive

job id stg-0387259 job type full-time regular
work country singapore posted 22-feb-2011
work city singapore job area sales
travel no travel job category sales
business unit stg other job role general other sales
job role skillset general
commissionable/sales-incentive jobs only yes
job description
position summary and responsibilities
sales specialist professionals are responsible for selling ibm offerings (hardware, software, services, and industry solutions) directly to customers.
the senior saels specialist works independently or is the leader of a team of sales specialists, providing advice and guidance to other specialists. regularly participates
required
bachelor\'s degree
english: fluent
ibm is committed to creating a diverse environment and is proud to be an equal opportunity employer. this professional typically leads large and/or complex opportunities, where customers are national or otherwise significant, and is responsible for winning the busniess.
maintains an in-depth knowledge of the specialty sales processes, and advises others on their use, and tools, techniques.ensures that the proposal delivered to the cusotmer proivdes a workable solution.defining sales activities, or other projects within the business environment,
applies creativity and judgment to complex opportunities.
skills
environment:
develops and maintains comprehensive technical sales knowledge in the specialty offeirngs, that can be applied to opportunities across the business unit, along with financial and selling skills.typically leads several opportunities concurrently.but are not limited to, examples of this include, acquisition management, opportunity / terrtiory management, cost justification, services business management and channel management processes.demonstrates required proficiency levels for technical and sales skills, as defined for incumbents in this position.and business unit sales results, customer sales engagements,
anticipates complex problems relating to specialty offeirngs.
communication/negotiation:
negotiates with team members to define appraoches and goals, especially as it relates to designing soluitons to meet customer needs or defining sales action plans.
initiates selling activity where no relationship team or business partner is involved. combines solutions with terms and conditions to create a final customer proposal. with a perspcetive beoynd the assgined territory, this professional provides inupt to sales objetcives and straetgies for the business unit.effecitvely differnetiates ibm offerings from compeittive alterantives and cretaes customer prefreence for ibm offerings, baesd on that differetniation.anaylzes situtaion and implmeents solutions, or devleops new approaches or procdeures. to meet complex customer business requirements, software and services,
problem solving:
designs total integrated solutions considering hardware, including offerings from other specialties.assesses risk in terms of value and exposure to both ibm and customers.understands the mission and vision of the sales function within the business unit and geography. has comprehensive knowledge of the specialty\'s offerings and is responsible for the success of those offerings within the business unit.
assumes additional responsibilities as assigned.
contribution/leadership
leads teams of professionals (such as sales specialist, client relationships professionals, it specialists, ibm business partners), to design solutions for large or complex opportunities, and provides ongoing technical and sales guidance.to provide richer solutions to customer business requirements, utilizes expertise to directly influence people outside the business unit, product divisions, such as in sales headquarters.and plans,
maintains in-depth knowledge of competition\'s offerings, strategies.business and professional skills to work with any level of customer management,
has in-depth sales.genetics, gender, age, disability, religion, all qualified applicants will receive consideration for employment without regard to race, color, sexual orientation, national origin, or veteran status, gender identity or expression.
advises other sales specialists within the specialty.
effectively negotiates with multiple levels of customer management, resulting in successful closing of the sale.
develops business and sales strategies for communicating new developments or announcements in the specialty to client teams, ibm business partners and to the customer within the assigned territory, members of other specialty teams.where members represent a diverse set of business interests or objectives, facilitates teams.

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