14 days old

Territory Sales Representative

Ljubljana, LJUBLJANA 1000
  • Job Code
At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your Role and Responsibilities
Territory Representative is responsible for the total client relationship with more important IBM clients or competitive prospects, including traditional large accounts, OEMs, alliance partners, business partners, distributors and end-users of IBM technology.

Cultivate Client Relationships
- Maintains a thorough understanding of and strong business relationship with IBM business partners, the business partner community and selects and builds long term relationship with the key business partners that will broaden IBM coverage and revenue.
- Develops and demonstrates business and financial acumen with an overall understanding of the client's financial structure and spending patterns which promotes profitable new business development and maintains strong existing business relationships with a broad client base.

Deliver Client Value
- Develops and delivers provocative value - based propositions that articulate and differentiate the IBM value to the client.

Integrate IBM
- Serves as the face of IBM for clients by driving integration of the IBM portfolio and creating a compelling consolidation of key brand components through a consultative selling approach for the clients.

Share IBM Strategies
- Broad understanding, Develops and manages client industry and IBM brand strategies and the overall account plan reflecting these strategies as they meet the client's business need.

Overall Depth: The Mid-Market Client Representative's deep skills are in understanding a wide range of industries and client's business environments.

Apply Client Industry Insight
- Develops in depth knowledge of the client's industry, the key players and the client's position in that industry.

Provide IBM Solutions
- Broad Understanding. Drives opportunity identification, develops and applies extensive high-value/high growth IBM products, services and solutions to solve the business need of the client and completes the close opportunity process within the territory.

Required Professional and Technical Expertise
F2F selling; Ability to prospect; Research, connect & engage digitally with clients; Ability to close sales
Listens for need, clearly communicates message / ideas; Delivers effective presentations; Takes time to prepare the message; is effective in questioning / probing to understand needs; Is self-aware;
Adapts approach and style based on inputs; Is flexible; Effectively manages and responds to change; Is resilient; Overcomes rejection and failure; Is patient; Negotiates effectively and reacts appropriately to push or stop the engagement at the right time. Maintains and enhances technical knowledge and skills required to accomplish goals; stays abreast of technical developments and trends; effectively applies technical knowledge and skills to accomplish objectives. Possesses technical acumen needed to engage and have technical discussions with technical LOB clients. Expertise in technology and solutions being sold; IT experience or background.

Preferred Professional and Technical Expertise
future-IBM-biz-mindset/skill (service-sales background, garage style, friendly-pushy, industry skilled/focused, tech-interested and skilled)

About Business Unit
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The companys Global Markets organization is a strategic sales business unit that manages IBMs global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

Your Life @ IBM
What matters to you when youre looking for your next career challenge?

Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

Impact. Inclusion. Infinite Experiences. Do your best work ever.

About IBM
IBMs greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.

Location Statement
For additional information about location requirements, please discuss with the recruiter following submission of your application.

Being You @ IBM
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 is also committed to compliance with all fair employment practices regarding citizenship and immigration status.



  • Computers Software and Hardware
Posted: 2019-09-04 Expires: 2019-10-04

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Territory Sales Representative

Ljubljana, LJUBLJANA 1000

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