GTM Sales

Your Role and Responsibilities
As a Go-to-Market Business Sales & Delivery Executive for Captives (GCC Business). S/he is expected to

• Interact at the CXO level across the shared services captives centres set up by Multinationals in India
• Build new and nurture existing relationships in identified client accounts and stakeholders to drive growth around IBM offerings, technologies and consulting capabilities
• Develop the market along with a team of experts across multiple Service Lines and offerings and also lead this effort from the front
• Collaborate with other internal stakeholders including Global Account Teams and Leadership to drive growth in the account
• Anchor the client relationships and meetings workshops to increase IBM footprint
• Strive for in-depth understanding of the client”s business, goals, strategies and industry trends and directions so as to align with what IBM has to offer
• This role also oversees an organizationwide-ranging initiatives across multiple functional areas
• Represent IBM in relevant industry forums towards enhancing the GCC business standing in the market and driving new business acquisition
• Drive thought leadership for GCC, and IBM expertise and delivery capabilities.

Required Technical and Professional Expertise

• Minimum 15+ years of experience in Sales, New Logo acquisition and Based Account Growth for Professional Services & Technology
• Must have experience in acquiring new Captive clients, relationships/connects with multiple Captive center heads, Program directors and procurement.
• Demonstrated ability to lead, win and successfully deliver consulting services engagements
• Proven deep client relationships and capability to drive advisory/ AI/ Hybrid Cloud/ Security agenda
• Proficiency in negotiation skills and opportunity management experience
• Expertise to work across different service lines to lead client conversations and create meaningful engagements
• Proven ability to enhance value of an opportunity through infusion of new technology and digital offerings
• Hands-on experience in door opening conversations, opportunity identification, opportunity qualification and consultative selling to clients
• Adept in sell & deliver approach to create long lasting and enriching client partnership
• Prior experience in technologies like SAP and Non-SAP Shared service application Management IOT/ Blockchain/ Security/ AI Analytics