Sales Manager - New Business, Multi Vendor Support Services

(0147) International Business Machines Corporation

Job Description

Responsible for managing the sales efforts of all professionals engaged in the selling of IBM Multi Vendor Support services in the Public and Distribution markets.

Responsible for customer satisfaction, overall territory management and control of business objectives for which assigned.

Provides leadership and guidance to staff to ensure that business objectives and customer requirements are met.

Discharges the basic management responsibilities and assumes additional responsibilities as assigned.



Professional knowledge of function, and business unit operations and its processes. Develops and applies comprehensive sales knowledge as well as knowledge of the products/services. Maintains knowledge of competitive offerings, strategies and plans. Effectively differentiates IBM offerings from competitive alternatives.


Negotiates with team members to define sales approaches and goals to customer solutions.
Develops business and sales strategies for communicating new developments or announcements.

Frequently interfaces with functional management and professionals.
Influences decisions made by upper management/vendors requiring negotiation resulting in common agreements. Develops rapport and establishes communication with top level and/or potential customer executives; negotiates issues/solutions to positively meet customers' requirements.

Problem Solving:

Analyzes situations and implements solutions independently or through the management of others.
Recognizes potential problems and future trends, assess opportunities, impacts and risks.
Develops and implements solutions.


Leads sales unit in the attainment of sales objectives. Understands department and functional mission and vision. Defines and decides objectives within specified business concept or project; responsibility for tools and assigned resources following established business conduct guidelines. Identifies resources/skills required to meet sales objectives set. Utilizes expertise to directly influence individuals or to lead professional work teams.
May be assigned to develop customer solutions where no precedent exists.

Impact on Business/Scope:

Is directly accountable for the unit's portion of quota, expense and revenue objectives and other business measurements. Achieves and maintains a high level of customer satisfaction. Ensures identification of IBM's business opportunities; develops marketing strategies. Maintains awareness of competitive activity understands prospect/customer selection criteria and leads customers to sound decisions. Analyzes situation and implements solutions or develops new approaches or procedures. Regularly participates in overall functional planning.


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