Service Client Representative
IBM
Toronto, ON
Job Description
IBM is seeking a Services Client Representative (SCR) for the Federal Government of Canada. In this role, you will operate as the lead deal maker and closer on complex IT services opportunities that range in value from $1M to $10M.
You will organize subject matter experts and sales leads in the areas of infrastructure management services under traditional outsourcing, hosting and Cloud (public, private, and hybrid) operating models to close the complex transactions. You will oversee client negotiations, propose solutions to CxOs, and Evaluation Committees acting as the single point of client contact for all deal-progression activities. While interacting with senior client executives, which can include the CEO, CFO, CIO, Board of Directors and evaluation committees.

You will be required to have an in-depth understanding of the client's business, goals, strategies and industry trends and directions.

You will lead multi-disciplined teams, and integrating products and services required to meet the business needs. These deals are intended to increase IBM's services revenue within the account and may include some or all of the following sample of solutions:

Cloud – SoftLayer, Storage, zOS Cloud, PaaS solutions including SAP as a Service, cloud Matrix/Hybrid ITSystems – IT as a Service, managed services for servers, mainframe, storage, leveraging analytics and robotics.

Security – Security as a Service, threat management, ID management, malware defense management

Network – Network as a Service, telecom expense management, optimization studies, Software Defined Networking, OEM hardware and software procurement, Voice and Data.

Resiliency – Disaster Recovery as a Service, DR strategy and consulting, high availability environments, cloud managed backup

Data Center – Strategy, design, implementation, optimization, services to support data centers

Mobility – Workstation as a Service, Mobile Expense Management, Mac@Work, Service Desk, End User Services

Additional responsibilities will include:
Leading customer presentations while describing IBM's point of view, solution and proposal through a value-driven sales approach

Responsible for demonstrating the value of out-tasking, and leveraging off-shore labor models

Collaborates with, and acts as a liaison between our customers, sales, pre-sales solution development and delivery teams during the end-to-end engagement and sales process

Developing the financial solution for an engagement based on client requirements, developing business cases, CBAs, and executing a CFO-targeted financial sale

Required Technical and Professional Expertise

Experience and understanding of Federal Government of Canada procurement processes

At least 5 years’ experience in IT Services Solution Selling, or Consulting to IT executives; e.g.: CTOs, CIOs, VP of Infra, Data Center Directors

Preferred Tech and Prof Experience

At least 4 years’ experience in 1 of the following sectors: public, industrial, financial services, distribution, and/or communications sector.

At least 4 years’ experience in Technical Solution Development

At least 5 years’ experience in Leveraging Partners/Solution Providers

At least 5 years’ experience in public sector Selling

At least 5 years’ experience in Business Case and Proposal Development

At least 7 years’ experience in Face-to-face Opportunity Identification

At least 7 years’ experience in Selling to Data Center Executives

At least 7 years’ experience in Technical Solution Development

At least 5 years’ experience in Selling Infrastructure Support Services / Managed Services

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.