Ibm Work Values

Daily Duties at Ibm:

Responsible for increasing sales of services (infrastructure consulting, managed hosting, managed hosting, outsourcing, managed process outsourcing and disaster recovery). Services revenue quota was $500 million per year;achieved in year 2, 3 and 4. Worked with marketing and sales management to develop brand equity for IBM services portfolio in the Americas. Provided leadership to 200+ sales reps in US, Canada and South America by executing, measuring and adjusting sales plays; measurement was achieved by implementing a management system with automatic updates from the CRM; I created several reports which allowed us to measure effectiveness of plays; i developed processes to drive best solution for specific client requirements; i proactively managed the pipeline and provided executive leadership with weekly expense vs budget, forecasts and insights; conducted root cause analyses when progress was off target; collaborated with services executives to ensure offerings were appropriate for target clients; developed services selection guidelines and how to leverage initial offerings to sell follow-on services; provided face to face sales support for key client opportunities; personally sponsored business process management services increasing signings by 20%; conducted business case QA on many Strategic Outsourcing (SO) opportunities ensuring busine ss cases were compelling; launched new portfolio of security solutions after IBM acquisition; managed weekly review of reps with weak services pipelines. In summary, this position required deep understanding of sales cycle dynamics and how to improve sales productivity through sales plays, offering selection, management systems and value propositions; wide understanding of IT infrastructure/managed services portfolio; and financials.

What they like about Ibm:

The social vibrance of a hiring firm is very important to you. Your ability to make and maintain friendships there is a critical part of your decision. You would likely be dissatisfied with a workplace that is quiet, cold, or otherwise not particularly social. When you investigate a new hiring company, ask recruiters, managers, and potential co-workers about the social life and opportunities there. This is especially important when you are relocating; moving dramatically alters your social sphere both inside and outside the workplace.

Tags

Profit and Loss, consulting, Offering definition, Cloud Computing, Sales Enablement, Professional Services Leadership, International Business, Strategic Planning, Benefit Quantification, Compelling Business Cases, Product Management, User Group Management, Customer Service, IT Infrastructure, Customer Training, Engagement Management, Marketing Communications, Mergers and Acquisitions, Intellectual Property, Life Science/ Healthcare, Enterprise Software

Skills

Cloud Computing, Professional Services leadership, P&L Management, Product Management, International Business, Building Business Cases, Engagement Management, Team Building, Life Science Market

These are some of the questions we asked our climbers about their experiences with Ibm: