Service Line Representative at IBM

The Services Line Representative (SLR) is responsible for developing solutions that address their client's business needs and delivering client value while supporting IBM business strategies. The SLR is responsible for driving Global Technology Services (GTS) Infrastructure Services signings and "as a Service" revenue across the assigned territory, with particular emphasis on Managed Services, Disaster Recovery & Business Continuity and Backup & Restore Solutions.

The SCR works closely with the Project Executive and project office staff as well as the Sales & Distribution Client Executive to coordinate sales activities and to drive services business growth across existing IBM long term services clients in the Industry Sectors (State & Local government, Healthcare, Financial, Retail, Industry, etc) and in other cases on new customers with no preexisting relationships.

The SLR works in a highly matrixed environment, assembling an engagement team to assist in the sales and solution development comprising resources from multiple business units and service lines.

As a SLR is passionate about its clients' business – their organization, financials, competitiveness in the market, business issues - and equally knowledgeable about how the unique capabilities of IBM's solutions align to address their needs. SLR will be responsible for navigating IBM to identify and acquire critical resources needed to develop the best solution for the client, while applying IBM GTS brand strategies and offerings, methods and models, to ensure world-class design and delivery.

Responsibilities

• Work close with Sales & Distributing Client Executives to identify, create, qualify and close new GTS business sales opportunities by demonstrating a consultative sales approach
• Exceed the sales plan and business objectives by successfully selling IBM IS solutions in the assigned selected accounts/Territory
• Actively lead the resolution of customer issues to ensure their satisfaction and a successful outcome to the sale
• Engage technical resources, as appropriate, to ensure the company overcomes any technical objections in the sales cycle
• Develop trusted relationships at a senior management level in enterprise accounts and develop and maintain their confidence
• Develop and maintain relationships internally and ensure a high level of teamwork and collaboration with support staff and other functions within the company

Required Personal attributes

• Strong organization and time management skills
• Good verbal and written communication skills
• Ability to work collaboratively in a team setting
• Self-motivated and disciplined while working in a driven selling environment with direct customer interaction
• Sales tenacity and creativity when presented with difficult challenges and have a strong background in customer service
• A pro-active entrepreneurial approach and proven track record in penetrating new accounts, developing great relationships with decision-makers, building compelling business cases and closing deals
• Availability to Travel across Africa
• Fluent in English

Country

Kenya

State / Province

NAIROBI MUNICIPALITY

City / Township / Village

NAIROBI

IBM Business Group

GTS

Primary Job Category

Technical Specialist

Secondary Job Category

Technical Services Specialist

Role ( Job Role )

Service Delivery Specialist

Employment Type

Full-Time

Contract type

Regular

New Collar Role

No

Required Technical And Professional Expertise

• At least 15 years' experience in IT Industry
• At least 7 years' experience working as Integrator of IT solutions
• Good knowledge on Managed Services Solutions
• Good Knowledge Disaster Recovery & Business Continuity Solutions (including Backup & Restore)
• General Knowledge on Networking Solutions
• General Knowledge on Security Solutions
• Successful track record of sales, negotiation, communication, and problem solving skills in a fast-paced environment

Preferred Technical And Professional Experience

NA

Eligibility Requirements

NA

Required Education

Bachelor's Degree

Preferred Education

Master's Degree

Early Professional Track

Not Applicable - Professional Hire

Position Type

Professional

Travel Required

Up to 50% or 3 days a week (home on weekends - based on project requirements)

Is this role a commissionable/sales incentive based position?

Yes

Skill-keywords

project management, delivery