IBM Software Coverage Manager
| Job description IBM Software Group (SWG) is almost a company in its own right, the second largest software business in the world. It has around 37,000 employees, the world’s largest direct software sales force of 10,000, 30 software labs, 24 on-demand software centres and 14,000 employees dedicated to open software technologies. IBM Software Group offers the on demand operating infrastructure environment with a wide range of middleware for all types of computing platforms, allowing customers to take full advantage of the on demand era. SWG supports the hundreds of thousands of customers worldwide who rely on IBM mainframes, mid-range processors, personal computers and global networks to conduct e-commerce, collaboration and content hosting. Overall description: Responsible for managing the sales efforts of all professionals engaged in the selling of IBM SWG products and solutions, within the SC unit. Responsible for customer satisfaction, overall territory management and control of business objectives. Provides leadership and guidance to staff to ensure that business objectives and customer requirements are met or exceeded. Discharges the people management responsibilities and assumes additional responsibilities as assigned. Skills Environment: Professional knowledge of SWG functions and business unit operations. Understands organizational resources, priorities, needs and policies. Communication/Negotiation: Frequently interfaces with functional management and executives. Guides other sales team members or other managers. Influences decisions made by executives requiring negotiation resulting in common agreements. Develops rapport and establishes communication with top level and/or potential customer executives; negotiates issues/solutions to positively meet customer requirements. Problem Solving: Anticipates potential problems and future trends. Analyzes highly complex/new situations, anticipates potential problems and future trends, assess opportunities, impacts and risks. Develops and implements solutions. Contribution/Leadership: Provides the sales leadership required to achieve objectives. Has vision of unit mission. Influences people and organizations, including executive management, on issues that are difficult/complex and require considerable diplomacy. Considerable latitude in responsibilities to define and decide on tools, processes, priorities, skills and resources following established business conduct guidelines. Impact on Business/Scope: Accountable for the unit's portion of quota, expense and revenue objectives. Achieves and maintains a high level of customer satisfaction. Ensures identification of IBM's business opportunities; develops effective marketing strategies. Maintains awareness of competitive activity, understands prospect/customer selection criteria and leads customers to sound decisions. Drives results through the leadership of multi-functional teams. Direct budget control for a large function. Activities are subject to business measurements and impact customer satisfaction, as well as function, business unit costs and expenses. Required • Bachelor's Degree or higher • At least 5 years’ experience in IT Software sales • Proven track record as a Sales Manager (min of 3 years) • Industry skills in Public Sector, Financial Services, Telco’s and E&U would be an advantage • English: Fluent | |||||||||||
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| 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. | |||||||||||
IBM Software Coverage Manager
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