Joining the IBM Technology Expert Labs teams means you'll have a career where you'll be delivering world-class services for our clients. As the ultimate expert in IBM products, you'll bring together all the necessary technology and services to help customers solve their most challenging problems. Working in IBM Technology Expert Labs means accelerating the time to value confidently, ensuring speed and insight while our clients focus on what they do best- running and growing their business.
Excellent onboarding and industry-leading learning culture will set you up for a positive impact, while advancing your career. Our culture is collaborative and experiential. As part of a team, you will be surrounded by bright minds and keen co-creators—always willing to help and be helped—as you apply passion to work that will positively impact the world around us.
Your Role and Responsibilities:
As a Services Product Manager, you will design, build and launch services that are delivered by our Technology Expert Labs teams. Your role is directly linked to helping the team stay ahead of the technical skills needed to help clients accelerate the adoption and deployment of IBM technology to address the customer's challenges. As a change agent, you'll work in collaboration to grow the business through automation and standardization processes based on proven best practices. In collaboration with a cross-functional team, you'll lead the strategy to build the practice with emerging techniques and solutions globally.
We're passionate about success. If this role is right for you, then your achievements mean your career is flourishing, your teams are succeeding, and our clients are thriving. To help ensure this win-win outcome, a 'day-in-the-life' of this role may include, but not be limited to:
* Improving Delivery Processes: Working with the Delivery Consultants and Product teams to optimize processes and resolve services delivery issues.
* Solution Documentation and Sizing: Partnering with both pre and post-sales delivery teams to document and size solutions for customers.
* Data-Driven Solutions for Opportunities: Championing new solutions based on data and delivery outcomes for untapped opportunities.
* Building Successful Relationships: Developing successful relationships with all levels internal and external to IBM- from engineers to CxOs- with experience of navigating challenging debate to reach healthy resolution.
* Self-Motivated Problem Solver: Demonstrating a natural bias toward self-motivation and initiative in addition to navigating data and people to find answers and presenting solutions.
* Communication: Strong communication skills (written and verbal).
Key Responsibilities:
* Achieve services signings and revenue targets quarterly and annually within webMethodes and streamSet.
* Create, manage and prospect sales pipeline to achieve assigned territory quota, including territory plans to achieve full year targets.
* Accurately forecast your sales pipeline on a weekly, monthly and quarterly basis.
* Generate new signings by building client relationships and teaming with IBM Technology software, hardware and cloud sellers, as well as BP sellers, to attach services to our product deals.
* Team up with IBM technology sales supporting units like presales, CSMs, Client Engineering etc. to secure billable deployment on selected IBM solutions.
* Manage relationships and work closely together with IBM Consulting and our Ecosystem / Business Partners where appropriate to ensure desired client outcomes.
* Scope, validate and win services deals, leveraging a team of enterprise architects, technical principals, proposal leaders, and delivery consultants.
* Prepare and present services configurations and pricing for the solution, negotiate the terms, conditions and pricing.
* Know and systematically manage the steps to closure.
* Once the deal is signed, work closely with the service delivery manager to transition to perform by ensuring the scope and expectations are understood, ensuring project success.
* Following closure, you will be responsible for maintaining the customer relationship to upsell future services to generate new pipeline.
* Lead post-signature activities for contract integration, change management, governance activities, upsells and renegotiations.
Required Education:
Bachelor's Degree
Preferred Education:
Bachelor's Degree
Required Technical and Professional Expertise:
* 3-5 years of enterprise sales experience.
* Solid record of achieving sales targets.
* Client relationship skills.
* Ability to work in a fast-paced, cross-functional team.
Preferred Technical and Professional Experience:
* Knowledge of IBM Software, specifically within webMethodes and streamSet, Hardware, System z, and Cloud-based software technologies, including OpenShift and IBM Cloud products such as IBM Cloud Paks portfolio.
ABOUT BUSINESS UNIT
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally.
YOUR LIFE @ IBM
In a world where technology never stands still, we understand that dedication to our clients' success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.
ABOUT IBM
IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.
OTHER RELEVANT JOB DETAILS
Job Title: Technology Expert Labs Sales - Automation Platform
Job ID: 27142
City / Township / Village: London
State / Province: London, City of
Country: United Kingdom
Work arrangement: Hybrid
Employment type: Regular
Position type: Professional
Company: (8660) IBM United Kingdom Limited
Shift: General (daytime)
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