IBM中国

Job description
Identify, qualify, and define strategic accounts with Coverage Reps, Brand Specialty Reps, SWG Geo contacts as appropriate.

Coordinate and lead sales team and sales strategy on defined strategic accounts (to include development of overall solution, value proposition, packaging, negotiating, and closing opportunity)

� Become lead of sales team by establishing trust and confidence
� Communications lead to all parties involved
� Creative deal structuring � building win/win for IBM and Customer
� Opportunity planning, timeline, and management
� Define customer strategy and leverage points
� Create value, remove barriers, know escalation path inside SWG / Customer
� Document negotiations strategy, plan and execution (sell value, sell high)
� Maintain team discipline and manage �big picture� with team and customer
� Define close and walk away strategy
� Contracts expert � using DM Annotations guidelines and legal contacts

Understand internal rules and guidelines

� SWG ELA / SRO guidelines

Lead Negotiations

� Apply sound negotiations principles as lead negotiator
� Apply key negotiations concepts as negotiations strategists
� Shorten sale cycle and odds by using deal leverage properly
� Train lead on how to handle concessions � give to get � nothing is free concept
� Define problem we are trying to solve for customer (it is not price)

Understand and lead on Revenue Recognition, Accounting, and Legal requirements

� Non standard terms
� Futures commitments and revenue recognition watch list
� SEC Rules, Sarbanes Oxley, current SEC / DOJ trends




International Deal - lead team in navigating processes and approvals:

� Data gathering and organizing the team
� Communications and opportunity management
� International pricing, financing, legal, and accounting approvals
� Contract negotiations and contract execution
� Validate proper revenue booking world wide

Lead account planning or assist CSSR / CR to do account planning for top opportunities to set level of expectation and to build bigger picture of true opportunity

Desired experience
1. Software experience preferrable
2. Sales or sales management experience is preferred
3. Fluent English in both speaking & writing
4. Availablility - ASAP

Required skills

sales management - 5
Software experience
Negotiations
English in both speaking and writing
Communications -
Team work