Gtm Sales

6 months ago

Bengaluru, India IBM Full time

**Introduction**
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**
As a Go-to-Market Business Sales & Delivery Executive for Captives (GCC Business). S/he is expected to
- Interact at the CXO level across the shared services / captives centres set up by Multinationals in India
- Build new and nurture existing relationships in identified client accounts and stakeholders to drive growth around IBM offerings, technologies and consulting capabilities
- Develop the market along with a team of experts across multiple Service Lines and offerings and also lead this effort from the front
- Collaborate with other internal stakeholders including Global Account Teams and Leadership to drive growth in the account
- Anchor the client relationships and meetings / workshops to increase IBM footprint
- Strive for in-depth understanding of the client's business, goals, strategies and industry trends and directions so as to align with what IBM has to offer
- This role also oversees an organization /wide-ranging initiatives across multiple functional areas
- Represent IBM in relevant industry forums towards enhancing the GCC business standing in the market and driving new business acquisition
- Drive thought leadership for GCC, and IBM expertise and delivery capabilities.

**Required Technical and Professional Expertise**
- Minimum 15+ years of experience in Sales, New Logo acquisition and Based Account Growth for Professional Services & Technology
- Must have experience in acquiring new Captive clients, relationships/connects with multiple Captive center heads, Program directors and procurement.
- Demonstrated ability to lead, win and successfully deliver consulting services engagements
- Proven deep client relationships and capability to drive advisory/ AI/ Hybrid Cloud/ Security agenda
- Proficiency in negotiation skills and opportunity management experience
- Expertise to work across different service lines to lead client conversations and create meaningful engagements
- Proven ability to enhance value of an opportunity through infusion of new technology and digital offerings
- Hands-on experience in door opening conversations, opportunity identification, opportunity qualification and consultative selling to clients

**Preferred Technical and Professional Expertise**
- None

**About Business Unit**

IBM Consulting is IBM’s consulting and global professional services business, with market leading capabilities in business and technology transformation. With deep expertise in many industries, we offer strategy, experience, technology, and operations services to many of the most innovative and valuable companies in the world. Our people are focused on accelerating our clients’ businesses through the power of collaboration. We believe in the power of technology responsibly used to help people, partners and the planet.

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.
Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

**About IBM**

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology

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