国际商业机器中国有限公司(IBM)

职位：Enterprise Software Sales(职位编号:115307)
发布时间：2007-06-01
工作地点：广州
信息来源：前程无忧
职位类型：全职
职位描述
Business Unit DescriptionIBM Software Group offers the most powerful and comprehensive suite of middleware for businesses of all sizes to compete and win in the marketplace.From the best collaboration platform offered by our Lotus brand to the strongest enterprise systems management tools offered by our Tivoli brand, no others can even come close.Software Group is the worlds largest provider of middleware and the second
-largest software business in the world.It contributes about 15 percent of IBMs total revenue and one
-third of its profits.It has 40,000 employees, including the worlds largest direct software sales force of 10,000 people.SWG works with
90,000 business partners worldwide, with more than 100 strategic ISV alliances.It has 30 software research labs worldwide; 24 on
-demand software centers; and 14,000 employees dedicated to open software technologies, including Linux, Java and XML.Job DescriptionIdentify, qualify, and define strategic accounts with Coverage Reps, Brand Specialty Reps, SWG Geo contacts as appropriate.Coordinate and lead sales team and sales strategy on defined strategic accounts (to include development of overall solution, value proposition, packaging, negotiating, and closing opportunity)Become lead of sales team by establishing trust and confidenceCommunications lead to all parties involvedCreative deal structuring
- building win/win for IBM and CustomerOpportunity planning, timeline, and managementDefine customer strategy and leverage pointsCreate value, remove barriers, know escalation path inside SWG / CustomerDocument negotiations strategy, plan and execution (sell value, sell high)Maintain team discipline and manage big picture with team and customerDefine close and walk away strategyContracts expert
- using DM Annotations guidelines and legal contactsUnderstand internal rules and guidelinesSWG ELA / SRO guidelinesLead NegotiationsApply sound negotiations principles as lead negotiatorApply key negotiations concepts as negotiations strategistsShorten sale cycle and odds by using deal leverage properlyTrain lead on how to handle concessions
- give to get
- nothing is free conceptDefine problem we are trying to solve for customer (it is not price)Understand and lead on Revenue Recognition, Accounting, and Legal requirementsNon standard termsFutures commitments and revenue recognition watch listSEC Rules, Sarbanes Oxley, current SEC / DOJ trendsInternational Deal
- lead team in navigating processes and approvals:Data gathering and organizing the teamCommunications and opportunity managementInternational pricing, financing, legal, and accounting approvalsContract negotiations and contract executionValidate proper revenue booking world wideLead account planning or assist CSSR / CR to do account planning for top opportunities to set level of expectation and to build bigger picture of true opportunityQualificationsBachelor degree or aboveDesired Experience
1.Software experience preferrable
2.Sales or sales management experience is preferred
3.Fluent English in both speaking & writing
4.Availablility
- ASAPDesired SkillsWed like candidates to have the above skills 公司简要介绍：
For nearly 100 years, IBM has created products to handle information. Today, as the worlds largest information technology company, it invents, develops and manufactures the most advanced information technologies computer systems, software, storage systems and microelectronics. But thats just for starters. After decades as the undisputed leader in the computer hardware business, IBM has transformed itself into an information technology services business. It is passionately committed to adding value for our clients from helping to keep grocery shelves stocked to simultaneously providing medical imagery to physicians an ocean apart. Its solutions, services and consulting offerings are revolutionizing the way people, organizations and enterprises operate including itself.在过去的近一百年里，世界经济不断发展，现代科学日新月异，IBM 始终以超前的技术，出色的管理和独树一帜的产品领导着信息产业的发展，保证了世界范围内几乎所有行业用户对信息处理的全方位需求。众所周知，早在1969年，阿波罗宇宙飞船载着三名宇航员，肩负着人类的使命，首次登上了月球；1981年哥伦比亚号航天飞机又成功地飞上了天空。这两次历史性的太空飞行都凝聚着IBM无与伦比的智慧。IBM的事业就象宇宙飞船一样永远向着更高的目标不断奋进，造福人类。 不详