Introduction
At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, let's talk.
Your Role and Responsibilities
As a GTM (go to market) Sales and Delivery professional, you would:
- Develop and implement sales and delivery plans and campaigns to promote IBM's consulting services.
- Identify and target new market opportunities and segments.
- Build and maintain relationships with key stakeholders, including clients, partners, and industry influencers.
- Analyze market trends and competitor activity to inform sales and delivery strategies and tactics.
- Collaborate with sales teams to ensure alignment between marketing efforts and sales goals.
- Lead and manage sales and delivery teams, providing coaching, mentoring, and development opportunities.
To be successful in this role, you should have:
- Strong sales and delivery experience, with a track record of driving growth and revenue in a consulting or professional services organization.
- A deep understanding of the consulting industry and market trends specifically in Telco.
- Excellent analytical and problem-solving skills, with the ability to analyze complex data and make data-driven decisions.
- Strong project management and organizational skills, with the ability to manage multiple projects and priorities simultaneously.
- The ability to work effectively in a cross-functional team environment, collaborating with sales, product development, and other teams to drive growth and revenue.
- Excellent communication and interpersonal skills, with the ability to build and maintain relationships with clients, partners, and internal stakeholders.
Required Technical and Professional Expertise
- Telco Industry knowledge 5+ years
- Understanding BSS and OSS systems
- Telco trends and technologies
- Regulatory knowledge and data privacy laws
- Sales Experience
- Proven track record of doing large Telco solution deals (solution, presentation, negotiating and closing)
- Meeting or exceeding sales targets
- Understanding the IT competitive landscape
- Ability to develop sales strategies
- Experience in cross-functional collaboration when developing solutions and value propositions
- Business Acumen (Financial and Market analysis)
- Customer Relationships
- Existing C-suite and Senior stakeholder relationships in Telcos (MTN, Vodacom, Telcom)
- 4IR Technology Understanding
- Hybrid Cloud
- AI/GenAI
- Automation
- DevSecOps
- Design Thinking
- Ecosystem Partners Solutions (SAP, Oracle, Salesforce, Hyperscalers (Microsoft, Google, Amazon, IBM))
Preferred Technical and Professional Expertise
- Tertiary Qualification (in IT or Finance, or Other)
- 10 to 15 years Sales / Consulting Experience (with proven track record)
- Strong communications skills (verbal and written)
- Experience having worked in a Sales role for a Global organization (a +)
- IBM Technologies
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