Job descriptionThe Commerce B2B Sales Leader is responsible for the success of the IBM Software Group Commerce B2B portolio in Saudi Arabia and is part of the Industry Solutions brand team. The Commerce Sales role has responsibility for ensuring that the strategic direction revenue targets sales enablement and pipeline build metrics are achieved for the “Business Solutions†portfolio of products and services within the assigned territory. The financial services industry is a key target market for IBM’s B2B solutions Telco Public Sector and Retail are also target markets. The role requires significant skills in establishing a strong position for IBM’s Commerce solutions in the region and is targeted with selling the Commerce B2B portfolio and as the “ProductSolution†go to expert within the region.SCOPE OF FINANCIAL RESPONSIBILITY The role will have a significant impact on revenue and budget performance for the assigned “ProductSolution†portfolio. To support this the Commerce Sales Leader will be expected to own build and maintain a pipeline of opportunities and to support business partners in selling and servicing the Commerce B2B portfolio. The Commerce Sales Leader will have to build an operational plan that reflects the current financial performance and expected outcomes against the assigned goals and objectives.The holder of this position will be expected to work in a matrix and collaborate both with the local team in Saudi Arabia client executives software client managers architects etc. and with the MEA and worldwide Commerce B2B resources. Heshe will be required to coordinate people and technical resources from multiple areas of the company to achieve the planned goals and objective.ESSENTIAL JOB FUNCTIONS leads the business in the assigned territory to overachieve revenue targets and ensure ongoing business development through a wide variety of activities which would include and not limited to•Work directly with customers to build drive close a pipeline of Commerce B2B opportunities.•Work with the regional sales and technical sales teams to ensure that they include the Commerce sales plays by industry product to help deliver the targets every quarter.•Track the opportunity progression and pipeline development•Work with marketing to ensure that successful demand generation programs are operational and delivering results in each territory.•Work with services and partners to ensure that all services engagements are bid staffed and delivered successfully.•Work with channels to find great business partners in the territory that will deliver new pipeline and create high levels of client value.•Work with Product Management to justify and ensure the regional needs and local market requirements to achieve revenue plans are included in the product roadmap development schedule. •Provide accurate and regular reports on the business as required by geographical and WW leadership.REQUIRED SKILLS AND COMPETENCIES Excellent sales and solution skills. Requires knowledge of sales principles and sales management. Requires knowledge of principles of product management and product marketing. Knowledge of marketing methodologies principles and practices. In depth understanding of assigned product or demonstrated ability to rapidly learn new software products. Requires excellent long and shortterm strategic planning skills. Requires a thorough understanding of business processes and concepts and the ability to relate product capabilities to business issues. Comprehensive knowledge of operating and fiscal planning and analysis. Ability to lead and influence peer groups and gain acceptanceapproval of controversial or innovative ideas and concepts ability to develop and implement strategic plans and drive strategy cross functionally. Ability to work in a matrix in coordinating people and technical resources from multiple areas of the company. RequiredBachelor's Degree At least 7 years experience in sales and or software product management and or product marketing. English Fluent PreferredAt least 8 years experience in sales and or software product management and or product marketing. Additional informationDESIRABLE QUALIFICATIONS EXPERIENCEEducation Degree in Business Marketing Computer Science or related field or equivalent combination of education and experience. IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All quali more...
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