Channel Sales Lead - IBM

Job description

The Channel Sales role requires an expert in software sales. We are looking for a professional, results-oriented sales person with a proven track record to take responsibility for sales of the products in his/her assigned territory in the Middle East, who can demonstrate -

• A desire to be successful 
• Experience with a formal sales process
• Ability to forecast accurately
• Strong written, verbal, and presentational skills
• Sound business acumen
• That he/she is a winner prepared to go the extra mile to be successful

The successful professional will be expected to take ownership and accountability for driving business in his assigned territory by -

• Developing a network of customer contacts and Business Partners and meeting regularly to identify, progress and close sales opportunities in line with the Sales Plan and in a timely manner
• Work with teams on the development of solutions to customer business requirements by providing brand portfolio expertise
• Submit accurate, comprehensive and current inputs to the territory sales forecasting process, using the recognised tools provided for this purpose
• Interact with and help develop the Business Partner ecosystem in order to maximise their business results
• Engage, negotiate with and influence C-level Executives and decision-makers

The applicant will be expected to possess -

• A minimum of 5 years experience in high-performance transactional selling with consistent year-over-year over-quota achievement
• Product and solution experience and skill in the subject portfolio or as a minimum in a related competitive or complementary market offering – it would be advantageous if the successful professional has experience with RSAR, SA, RTC, RFAW, RQM, ALM, PPM, Insight, & RRC.
• Solid experience developing and managing Business Partners, ideally with technical and sales capabilities
• Experience in identifying viable new markets in which to sell software, working with Business Partners.
• A good understanding of the selling of software solutions and tools used to solve business problems
• Good collaboration and teamwork skills
• Ability to foster rapport, trust and confidence with customers, an understanding and ability to determine current and future needs, exceed expectations, monitor satisfaction, build/maintain positive relations
• Negotiation skills- to clarify the interests and positions of all parties, adjust tactics to achieve desired results, manage conflict between IBM teams and channel partners in opportunities where they arise
• Education to University Degree level
• Willingness to travel extensively within territory
• 100% fluency in written and spoken English –Arabic and/or French would be advantageous
• Ideally experience of selling in the Middle East region – primary countries include KSA, South Africa, Egypt, Morocco, Tunisia & Algeria, Nigeria & Kenya

Required

• High School Diploma/GED
• English: Fluent

Preferred

Bachelor's Degree

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