Telco Client Unit Executive - IBM in Nairobi

Job Title: Telco Client Unit Executive – Kenya

Job ID S_D-0576025 Job type Full-time Complementary
Work country Kenya Position type Professional
Work city – Any
Travel 75% travel annually Job area Sales
Business group IBM Sales & Distribution Job category Sales
Business unit Commun. Sector Job role Client Unit Executive
Job role skillset INDUSTRY.Telecommunications.Solutions
Commissionable/Sales-Incentive jobs only No

Job description
The Bharti Client Executive will integrate and manage a team of IBM brand sales representatives, Telco technical sales resources and/or business partners, and be responsible for developing and maintaining a solid business relationship and for the sale of IBM products, Telco solutions and/or services to meet/exceed key business measurements. The Client Executive must have a solid architecture and telco delivery background in order to understand the client business objectives and match the appropriate IBM Telco solutions

As an IBM leader they need to be a role model, inspire their teams, drive a culture of sales eminence and deliver client value. Cultivates C-level, line-of-business and functional client and supporting partner relationships to develop insights into market needs, client pain points, and client buying behavior to create and deliver value propositions that respond to the client’s value drivers. Manages the total client relationship. Creates a win-win situation through flexibility and making tradeoffs. Provides thought leadership. Understands the client’s strategic business objectives and business processes/metrics, including their organization, financial decision-making process and business challenges in order to deliver client value. Is accountable for the sales organization’s performance to meet client and business commitments and promote long-term client relationships. Ensures financial integrity as well as oversees budgeting, planning and business controls. Enhances performance and sales productivity by optimizing territories and routes to market, utilizing account planning, etc. Utilizes the appropriate support organization to drive business performance. Leverages cross-IBM solutions, client, industry, and marketplace knowledge to drive a growth strategy that creates for the client a consistent perspective and increases IBM’s market share. Ensures alignment and integration of IBM and business partner resources to create “one face” to the clients in the territory. Collaborates with executive team and Brands to execute strategy and achieve common goals. Serves as a role model and coach for IBM Values and operates with a client value mindset. Effectively leads and communicates sales strategy to motivate employees, create a high-performing and collaborative environment, and unify team IBM. Leads IBM and business partner resources with various levels of skills, technical expertise and tenure to deliver a superior total client experience. Builds a strong team by attracting, developing, and retaining people in the right roles. Executes internal/external hiring, and utilizes business partners to complement the skill set of the team. Applies an understanding of the client’s industry, including industry trends/dynamics, key performance indicators, industry financial measurements, and key industry players and competitors to develop strong credibility with the client that promotes business development. Understands and is able to translate into value for the client IBM business strategies, offerings, technology, services and solutions portfolios.

Required

High School Diploma/GED
At least 3 years experience in selling and understanding Telco industry
At least 3 years experience in selling IBM Solutions
English: Fluent
Preferred

Associate’s Degree/College Diploma
At least 4 years experience in selling and understanding Telco industry
At least 4 years experience in selling IBM Solutions
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.

How to Apply:

http://ibm.jobs/virtual-ken/telco-client-unit-executive-kenya/36151108/job/

Deadline:06/05/2013