21 days old

Project Service Sellers

Multiple Cities, Multiple
  • Job Code

Your Role and Responsibilities
At IBM Global Technology Services (GTS), we help our clients envision the future by offering end-to-end IT and technology support services, supported by an unmatched global delivery network. It's this unique blend of bold new ideas and client-first thinking. If you can restlessly reinvent yourself and solve problems in new ways, work on both technology and business projects, and ask, "What else is possible?" GTS is the place for you!
We are seeking Project Services Sellers who can define their future territory, plan growth strategy and ambition.
As a consultative Seller you will ensure a management system excellence which controls pipeline progression and drives business sale cycles to achieve signing, revenue and margin targets. You will also be greatly involved with engaging in client conversation by being able to understand detailed customer needs, to explain how IBM can meet those needs.
As a Project Services Seller you will be able to the articulate IBM Point(s) of View(s) in relation with Client challenges around their own IT transformation. Have skills in coordinate IBM response for proposal and develop a long-term relationship with key customer, decision makers, and C Levels who drive long-term transformation within their company.

The candidate will be part of the GTS (Global Technology Services) Italy Consulting team. It will act as a senior architect supporting GTS business result in the Italian market. The candidate will work with customers driving them along their IT transformation leading other IBMrs belonging to various IBM business units. The candidate must have both soft and hard skills in order to act as a trusted advisor for customer both at CxO and technical level.
Must-have skills and experiences
8-10 years of experience in customer facing roles dealing with customers both at CxO and technical level. Strong capacity to work together with customers, partners and IBM extended team (both technical and sales personnel).
8-10 years of experiences in customer transformation journeys, providing architectural leadership and architectural recommendations
5 years of architectural experience on Hybrid Cloud solutions and projects that include the integration, communication and automation of customer workload between public cloud, private cloud and legacy systems.
8-10 years of experiences in writing technical proposal both from a technical and costing perspectives: ability to estimate the cost of a project including hardware, software and professional service costs.
Several experiences in writing technical proposal for Italian Public Sectors complex call for tender.
T-shape profile with horizontal experiences as IT Architect integrating several infrastructural domains: Datacenter, Network, Unified Communication, Security, Storage, Server, Virtualization, Security, Disaster Recovery, Cloud, Service Management and workplace solutions (end-user).
Strong communication, presentation and writing skills; ability to communicate with customers on a daily basis in Italian and English.
Ability to lead large groups and complex deals and to be a primary facilitator.
Comfortable working both in pre-sales/consulting and post-sales/delivery initiatives.
Ability to shape client expectations and identify opportunities.
Ability to work with global and diverse teams in a dynamic environment
Willingness to travel up to 50%

Ability to design and execute strategic roadmap for a customer and shape IBM opportunities on that context in order to exceed GTS revenue objectives.
Ability to develop a Cloud Journey for a client
Public Cloud certification (IBM, Amazon, Microsoft, Google, etc) or private/hybrid cloud certifications ( IBM, VMware, AWS, etc) are a plus
IT service management or governance certifications are a plus (ITIL, COBIT, OpenGroup, TOGAF, CMMI, ).
Knowledge of new technological and architectural trends (DevOps, Microservices, Containers, Serverless, no-SQL-DB, Software Defined Environments, ...)
Experiences in Cloud (Private, Public, Hybrid) architectures aligned with customers requirements.
Experiences in services operation both in a project and Outsourcing/Managed service context.
Working knowledge of Public Cloud Providers: IBM, AWS, Azure, Google, others
MBA education is a plus

Required Professional and Technical Expertise
  • Leadership and a Team player
  • Experienced C-suite IT services seller, appropriate and articulate taking care of clients at the most senior levels including Board level
  • At least 5 years working experience in IT sales field.
  • Strong sales and negotiation skills with solid ability to establish relationships
  • Personal drive, tenacity and energy and results oriented
  • Superb communication and presentation skills with the ability to produce and deliver powerful and persuasive presentations - comfortable in presenting to both small and large audiences
  • Highly organised, self-driven and able to work with minimal supervision
  • Ability to take care of and lead highly complex situations and environments
  • Excellent written and oral communication skills - in italian and English language is important, multiple languages desirable
  • Innovative and creative in solving complex problems

Preferred Professional and Technical Expertise
  • 3 to 10 years of success in consultative selling is required within large and complex organizations

About Business Unit

Your Life @ IBM

About IBM

Location Statement

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: 2019-07-31 Expires: 2019-08-30

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Project Service Sellers

Multiple Cities, Multiple

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