IBM Digital Account Manager (MEA Telco) in CAIRO, Egypt

Job Description

The Digital Sales Rep role is part of enterprise client account team and focuses on driving opportunity identification & transaction revenue growth using digital & social selling practices and capabilities. The DSR is responsible for the digital interactions with the client overall and has a defined territory that is in line with the overall account growth strategy. DSR’s will also be specializing in XaaS cloud offerings that can be purchased & consumed digitally.

Business Objectives

Increase IBM wallet share within assigned top enterprise accounts, with a focus on OI and growing XaaS revenue for offerings that are purchased & consumed digitally.

Expand reach to decision makers and influencers who currently have limited/no sales relationships with IBM using proven digital sales technologies & assets.

Grow revenue for assigned accounts in new strategic areas for IBM. Cloud, Analytics, Mobile, Social & Security.

Responsibilities

Develops account plan for the assigned mission with the client executive and extended team.

Understands clients IT installed base and current IT strategy.

Uncovers customer pain points and identifies sales opportunities via client relationship and key digital sales play execution.

Leverages Online Commerce, text chat, video conferencing and social messaging (LinkedIn, Twitter etc) to extend coverage, deepen relationships and identify opportunities

Develops and executes win-plans to maximize win chances from stretch / at risk opportunities

Focuses on early opportunity identification leading to faster sales cycles, more efficiency

Identify new LOB relationships and increases the IBM customer coverage and network.

Responsible for inviting and retaining client contacts onto IBM’s digital platforms such as the client private portals & other digital collaboration assets.

Manage all phases of the digital sales pipeline along with pipeline and forecasting communication.

Technical understanding of XaaS offerings and ability to articulate value proposition.

Adheres to social computing guidelines.

Interaction with other Roles

Work closely with client executives, brand sales and Digital Marketing Manager (DMM) to drive highly targeted digital sales activities and reaching new buyers and influencer groups.

Close collaboration with Online Commerce Rep (OCR) to ensure client requirements around electronic ordering integration are met.

Success Measures

Win revenue and related KPI targets, per individual sales quota

Increased OI and transactional revenue for defined territory

Digital KPI’s for digital/social sales practices and capabilities.

Increased customer satisfaction, collaboration, knowledge share & efficiency.

Cloud, Analytics, Mobile, Social & Security Growth

Required Technical and Professional Expertise

Demonstrated strong business acumen and communication skills.

Experience selling cloud based as a service offering.

Understanding of the client industry, including industry trends, business processes and key client competitors.

Ability to identify, progress & land XaaS offering opportunities.

Technical skill set to engage deeper with clients around cloud-based offerings.

C-level engagement experience.

Proven Solution selling and digital/social selling experience.

This position requires travel across MEA region.

Preferred Tech and Prof Experience

NA

EO Statement

IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.