Seeking an experienced team member to join IBM’s large deal team supporting deal origination and opportunity qualification processes across IBM Consulting Asia Pacific Markets.
Core responsibilities
A. Support Deal Origination and Qualification:
1.Evaluating large deal opportunities through IBM qualification tools and methods, providing qualification recommendations to IBM senior leadership. This includes the strengths and weaknesses of the opportunity and guidance on whether to progress the opportunity or qualify out.
2.Providing guidance to opportunity owners on the large deal sales processes and coaching guidance to improve win rates.
3.Supporting Asia Pacific business development leaders with large deal origination across key Industries and Consulting service lines.
4.Working closely with the senior APAC Large Deals Coach, ensuring all aspects of the GT10 qualification program are running smoothly
B. Reporting & Insights
1.Leading the qualification and deal origination reporting to APAC and Worldwide senior executives
2.Co-ordinating and working with the Market large deal leaders on deal closure planning
3.Market analysis of large deal performance and win and loss rates; providing recommendations for improvement
C. Requirements
1.Direct experience with 3-4 years of sales experience in a technology environment
2.Experience with sales coaching and opportunity qualification
3.Familiarity with commercial and pricing models
4.Experienced with qualification tools and deal strategy approaches (eg. Revenue Storm, Shipley)
5.Consulting experience preferred.
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