HireDiversity

- Any,, USA



Job description

Application Management Services (AMS), is part of the worldwide GBS organization and is responsible for selling application management services to their clients.

Application management services include application maintenance for packages and custom built applications, Transformation Co-Sourcing (transforming a customer AD organization) and outsourcing software development organizations using highly productive processes. Typically these services are delivered with a high content of Global Resourcing.

The AMS ASC acts as the primary solution leader for closing an AMS deal, working closely with the account Partner or PE. Key job responsibilities include:

Targets key clients within his/her assigned industry or industries and develops relationships with key executives to help position AMS services;

Exhibits thought leadership and forms strategic relationships to provide the client competitive advantage while maintaining an effective partnership with the client's executive management and individuals who influence the executive team

Analyzes clientâ??s business, goals, strategies, industry trends and directions

Formally engages and leads large multidisciplinary teams in developing complex solutions for specific client opportunities and in developing client deliverables such as a request for information (RFI), request for proposal response (RFP), and statements of work (SOWs) or presentations

Defines proposal format, tables of contents; develop proposal input per plan; author final proposal, ensuring consistency of content and integration; develop proposal risk assessment for review; schedule & lead· the review; lead presentations to client; review & approve final proposal; participate in lessons learned activities; lead win-loss review; participate in due diligence.

Integrates products and services required to meet business needs

Leads client negotiations to market proposed solutions to senior client executives, including CEO, CFO, CIO, Boards of Directors, and Evaluation Committees. Acts as the single point of client contact for all AMS activities at his/her assigned account(s).

Develops the financial solution for a deal based on client requirements while ensuring IBM Global Services meets its profit goals and objectives over the life of the contract

Makes decisions on the scope of a deal and possible tradeoffs to win the contract, with overall marketing responsibility for the final proposal to the client, conducting customer negotiations on complex issues at the senior executive level

May manage multiple opportunities concurrently

Background in application development and / or management and / or IT strategy and planning

Positive sales record for large scale deals

Required

• Bachelor's Degree
• At least 2 years experience in Selling AMS Services
• At least 2 years experience in Using Services pricing tools (WWGPE)
• At least 2 years experience in Experience: selling and/or delivering applications services
• At least 2 years experience in Managing multi-Line Of Business, multi-geo, multi discipline pursuits
• At least 2 years experience in Negotiation skills on large deals
• At least 2 years experience in Knowledge of consultative selling
• At least 2 years experience in Strong communication skills including proposal writing and presentation material development
• At least 2 years experience in Knowledge of end-to-end selling process, including pipeline generation
• Readiness to travel Up to 5 days a week (home on weekends-based on project requirements)
• English: Basic knowledge

Preferred

• At least 5 years experience in Selling AMS Services
• At least 5 years experience in Using Services pricing tools (WWGPE)
• At least 5 years experience in Experience: selling and/or delivering applications services
• At least 5 years experience in Managing multi-Line Of Business, multi-geo, multi discipline pursuits
• At least 5 years experience in Negotiation skills on large deals
• At least 5 years experience in Knowledge of consultative selling
• At least 5 years experience in Strong communication skills including proposal writing and presentation material development
• At least 5 years experience in Knowledge of end-to-end selling process, including pipeline generation

Additional information
Additional characteristics which will help make candidate successful:
· Strong leadership capabilities·
· Well-organized
· Strong team player
· Logical
· Detail-oriented
· Entrepreneurial
· Self-directed
· Creative
· Interpersonal sensitivity



 

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.