Infrastructure Sales Consultant - IBM

Details

At Service Express, we believe that great work starts with great people! Looking for the right people to be on our team is a top priority for us, but we know we can't ask people to join our team without knowing more about us!

The focus of our Infrastructure Sales Consultant - IBM is to generate revenue by selling new and refurbished IBM Hardware and related services to current and prospective Service Express customers.

What You Will Do:

Revenue Generation

• Maintain an up to date and continuously evolving understanding of the IBM Platform and related customer strategies and challenges as well as the Service Express catalog of solutions related to those IBM specific challenges.

• Consult with customers to sell solutions related to the management of their IBM infrastructure effectively and profitably.

• Manage an effective sales process aligned to the Service Express ASCEND Core methodology.

• Act upon sales leads provided by partner departments within Service Express.

• Coordinate with partner departments to ensure services sold to customers are delivered to specifications outlined during the sales process.

• Maintenance and Adjacent Services Sales teams as needed to support customer needs across the full spectrum of services.

• Hardware Sales Engineering as needed to build effective and correct solutions

• Procurement/Purchasing as needed to maximize margin

• Billing as needed to ensure positive customer experience

• Assist Accounts Receivable as necessary to keep all customer accounts current and to maintain strong client relations

• Endeavor throughout all sales interactions to develop additional business opportunities for other sales teams within Service Express

• Meet or exceed the performance standards set forth by the company performance management system: scorecards, ROI's and quarterly 5/15's; Complete ROIs monthly, 5/15's and update 90-day forecast weekly to monitor and communicate personal performance objectives.

• Independently drive sales revenue to attain and maintain more than targeted quotas while making sound business decisions.

Pipeline Generation

• Proactive and strategic account and planning

• Nurture relationships with Maintenance Leaders and Sellers in assigned regions to support lead generation within Sales Activities.

• Participate in team meetings and huddles

• Strategize with sellers on target accounts

• Join sellers in meetings with customers & collaborate on opportunities across the Service Express service catalog

• Nurture relationships with customers in assigned regions to develop opportunities for additional business.

• Nurture relationships with Service Engineers in assigned regions to identify areas of opportunity within Service interactions.

• Utilize Salesforce to manage pipeline of Opportunities and keep customer information up to date.

• Effectively & efficiently utilize Service Express provided sales tech stack to further the above.

Partnership and Collaboration

• Actively participate in all scheduled internal business meetings and trainings to maintain and improve knowledge of services and business processes.

• Engage as appropriate with all internal functions, such as Sales, Service, Billing & Customer Success, to ensure customer solutions are successful and serviced appropriately.

• Engage in discussion of process improvement initiatives as necessary to ensure sustainable processes

• Maintain current understanding of the full catalog of Service Express services

• Maintain current understanding of sales and service trends and champion opportunities for improvement.

• Report on and communicate closely with Service team regarding progress and needs to deliver excellent customer service and solutions.

• Collaborate with partnered teams to ensure cross functional information is utilized effectively, i.e., maintaining contracts with billing, active follow up on marketing leads generation and receivables.

• Partner with Marketing team as appropriate to drive brand and market awareness.

What We Are Looking For From You:

Experience:

• Experience selling Power Systems and IBM i products and services.

• Additional experience selling solutions or services such as Managed Services, Cloud Services, External Storage, Virtual Tape Libraries, and IBM i Security preferred

• Experience with IBM Global Financing

• Ability to work independently and be self-driven

• Demonstrated ability to act resourcefully

• Strong oral and written communication skills in addition to strong active listening skills

• Developed negotiation and persuasion skills

• Assertive personality and tenacity in working with customers

What You Can Expect From Us:

• Workplace flexibility that empowers our employees

• REMOTE working

• OTE: $120-$200K with the ability to earn more with an uncapped commission structure

• Personal growth and advancement opportunities

• Collaboration across teams

• Paid volunteer hours and birthday off

• Several health insurance offerings that start on day one

• Fitness reimbursement

• Company 401k match

#LI-Remote

Service Express is an equal opportunity employer. Authorization to work in the country you are applying to is a precondition of employment. Service Express does not sponsor applicants for work visas.

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Ready To Join Us?

We're always looking for passionate life-long learners to join our growing team. If you think Service Express is the right place for you, apply today! If you know someone who would be the right fit, share this opportunity.