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The LinuxONE Sales New Business Hunter will manage all sales activities within a defined territory. This challenging and high-visibility position will be responsible for driving new business into new accounts for LinuxONE. The candidate must be extremely results driven, customer focused, technologically savvy, and skilled at building client relationships from scratch in new-to-IBM clients.
Having broad expertise in new business territory management, this individual uses their skills to achievequota in creative and effective ways. The New Business Hunter will be responsible for a specific geographical territory and will be tasked with building a territory plan to define suitable new business targets. The ideal candidate will use innovative and creative ways to gain access to senior leaders within the identified accounts. This individual will leverage Business Partners, CSI’s, and ISV’s to build creative new solutions to address client requirements.
This individual will be tasked with identifying key decision makers in non-installed base accounts. The role will involve talking to new clients who may also be new to IBM. The LinuxONE Sales hunter will have a strong focus on cold calling, profiling and identifying clients using tools such as LinkedIn Premium.
This individual effectively works with, and co-sells with Business Partners to effectively manage a territory. Limited management supervision and direction will be provided since the candidate will be expected to operate and drives results independently .
The ideal candidate is able to demonstrate subject matter expertise in Cloud Computing, x86 server architecture solutions and Open Source Software. This individual is able to build and lead ad-hoc cross functional teams and be seen as the overall lead for the the sales engagement.
•Strong verbal and written communications skills, proven ability to convey information clearly and provide analysis to help customers make buying decisions.
•Ability to work collaboratively with Business Partners, ISV’s, CSI’s and MSP’s
•Aptitude for understanding how technology products and solutions solve business problems, especially Linux and Open Source technology.
•Ability to operate at all levels within a client from both technical to CxO level decision makers
•Proficiency in using LinkedIn Premium to profile, identify and engage new clients is a pre-requisite.
•Lead territory strategy in generating and developing business growth opportunities, working collaboratively with Inside Sales Representatives, Customer Engineers, and IBM Business Partners.
•Drive business development, and achieve strategic goals by leading customers through the entire sales cycle.
•Strong discipline on pipeline management and metrics, ability to forecast accurately is a pre-requisite
•Explore and understand complex requirements on both a business and technical level
•Manage multiple opportunities through the entire cycle simultaneously, working with cross-functional teams as necessary, and serve as the primary customer contact for all LinuxONE related activities.
•Proven ability to navigate through a matrix management internal structure and build teams to achieve the desired result.
5-years minimum in IT sales for a major vendor
Prior Experience: Having gone through a graduate scheme, progressed into field sales and now has 3-5 years of quota attainment.
Education: College Educated ideally in Economics, Business, Accountancy or Computer Science fields of study
Words this person would use to describe themselves include: Innovative, hard working, dynamic, driven, focused, collaborative, results orientated, hard charging and success focused.
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