17 days old

IGF Services Financing Sales Executive

Markham, ON L3R
  • Job Code
As a Business Sales & Delivery Executive, you will support IBMs consistent growth by bringing to the table your business development, sales, account management, and delivery skills. Picture yourself working with a highly motivated, highly successful team with a proven sales record in IBMs top technologies. If youre ready to bring insights and experience in areas such as IoT, Blockchain and digital transformation, we are ready to offer you a best in class career development.

Your Role and Responsibilities
IGF Services Financing Sales Executive (SFS) is a sales, customer facing role with the primary objective to grow IBM services TCV signings and resultant services financing volumes and attach rate. The SFS is required to engage and work closely with the IBMs services clients and IBMs services brand colleagues to identify, progress and sign new financing opportunities for IGF.

Services financing deals typically involve high value, TCV based engagements, multiple capital drawdowns, milestone repayments, non-standard embedded agreements, non-linear repayment structures with indexing and hedged pricing, as a service emulation requirements, facility arrangements, and creation of one-off client or deal specific transaction profiles.

The SFS provides advice and guidance to other financing specialists and has comprehensive knowledge of IGF's services offerings, capabilities and limitations, and related corporate and accounting guidance. The SFS leverages and proactively works with IBM functions such as pricing, accounting, legal, credit, C&N and BSO, and is responsible for the success of those offerings within the market unit. This professional typically assists large and/or complex opportunities, where customers are multi- national or otherwise significant, and is responsible for closing the business.

The SFS will have in-depth sales, business and professional skills to work with any level of client management. The position requires calling on clients in Canada, and closely integrating with IBM services teams, located predominantly in Markham, Ontario. This is a mobile position based on client and IBM services teams requirements.

  • Exceed IGF TCV signings, services financing volumes and attach rate objectives.
  • Build effective working relationship with clients and IBM brand colleagues. Thought leader on financial value within an IBM solution.
  • Maintain regular interlock with key services sellers and contacts, including CFOs, pricers, partners and BUEs.
  • Identify clients requirements, and structure financing solutions that meet clients needs and create customer value. The SFS is expected to drive and lead the financing or payment plan proposal and be able to present and discuss the merits of the proposal to the client.
  • Sell IGF value proposition: Articulate the financing solutions and its benefits, and be able to advise and offer financing solutions which satisfy the clients requirements while balancing the credit risks
  • The SFS is expected to handle objections and resolve issues, which may be either internal or external, and leverage all available options and resources, to ensure successful client signings.

Required Professional and Technical Expertise
  • Bachelor degree in a relevant discipline (e.g.: banking & finance, financial markets, accounting, business administration, economics or equivalent)
  • Strong relationship with IBM Brand and finance teams.
  • Minimum 3 years of sales experience is preferred, with a successful selling history.
  • Strong financial knowledge and understanding of credit concepts
  • Excellent written and verbal communication skills
  • Experience with deal structuring and understanding of leasing and financing accounting will be an advantage

Preferred Professional and Technical Expertise

About Business Unit
The IBM Finance organization is responsible for driving enterprise performance and transformation. We are the financial stewards of IBM, delivering IBMs financial strategy, developing new business models, and mitigating enterprise risk.Do you have a passion for creating business value? Join our team in accounting, financial planning, pricing, business controls, tax, treasury, business development (acquisitions & divestitures), and global financing.

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: 2019-09-01 Expires: 2019-10-01

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IGF Services Financing Sales Executive

Markham, ON L3R

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