Key Account Manager

Job description

*Applies comprehensive understanding of sales processes, including the IBM Client Value Method
Demonstrates a professional knowledge of business acumen, including an understanding of the customers' business, industry, economic trends, issues and competition
Understands organizational resources, priorities, needs and policies, both IBM and clients
Understands IBM strategies, offerings, and technologies. Applies knowledge of information technology and leading edge solutions related to the client's business.
Effectively utilizes channels
Masters the required proficiency levels of the Relationship Discipline skills for this position
*Demonstrates expertise in relationship skills which promote and enable a deep understanding the customers' business goals and objectives
Mentors and provides guidance to others in the development of their strategies and plans
Adapts communications and approaches to conclude negotiations with various partners resulting in common agreements
*Analyzes complex new situations, anticipates potential problems and future trends, assesses opportunities' impacts and risks
Clearly defines problems, logically diagnoses causes, identifies solutions and creates action plans
Applies creativity and judgment in developing new approaches and solutions
Auto req ID

81329BR
Required Education

Bachelor's Degree
Role ( Job Role )

Client Representative
State / Province

RIGA
Primary job category

Sales
Contract type

Regular
Employment Type

Full-Time
ERBP

Yes
Is this role a commissionable/sales incentive based position?

Yes
Travel Required

Up to 10% or 1 day a week
IBM Business Group

CogSolSales
Geography

Europe
Preferred Education

Master's Degree
City / Township / Village

RIGA
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.
Required Technical and Professional Expertise

• Minimum of 3-5 years sales experience working in direct sales capacity or business partner selling.
• Must have oral and written fluency in English.
• Excellent communication & interpersonal skills.
• Excellent selling and presentation skills.
• Proven negotiation and multi-level selling skills.
• Proactive and entrepreneurial work style with strong sales execution.
• Self-managed and motivated, but must be a team player with excellent interpersonal skills.
• Experiences with developing appropriate winning sales strategies.
• Experiences in solutions selling methodology with focus on Performance Management, Business Intelligence, Data Warehousing, Predictive Analytics.

Market

CEE
Country

Latvia
Preferred Technical and Professional Experience

Understanding of competition is a plus.
• Strong ability to identify and prioritize the key opportunities.
• Dynamic with high energy levels, competitive, persistent, creative.
• Flexibility to travel.

Secondary Job Category

Client Sales
Eligibility Requirements

none
Position Type

Professional
Early Professional Track

Not Applicable - Professional Hire
New Collar Role

Yes