Position : Sales Professionals (ASEAN Early Professional Sales Program)
Sales specialist professionals are responsible for selling IBM offerings (hardware, software, services, and industry solutions) directly to customers.
Sales Specialists become specialized in a set of related offerings known as a specialty. They are assigned to specific opportunities or territories where they possess the sales and technical expertise required to conduct the phases of the sales cycle. For assigned opportunities, the Sales Specialist is responsible for closing the sale and positively impacting the customer's satisfaction with the engagement and the offerings.
Works under the guidance of a team leader or more experienced sales specialist, or may work independently for specific assignments. Is expected to establish proficiency in the products or services of the assigned specialty and to learn how these are included in total solutions.
Is typically assigned small to medium sized opportunities within a business unit, area/country, or industry unit.
Assumes additional responsibilities as assigned.
- Bachelor’s or Master’s Degree in IT, Business Management or related field
- 0 – 3 years experience in IT, preferably IT products and solution sales
- Good presentation and interpersonal skills
- Sales oriented and IT savvy
- Excellent English communication
- Can speak Thai
Required Technical and Professional Expertise
Understands the IBM organization, resources, team and individuals needed to leverage sales.
Uses productivity tools (e.g., CRM 2000 Seibel, Sales Productivity Centers, e-sites, t-sites) to manage a territory from opportunity identification to close of the sale.
Understands how IBM and ibm.com provide a superior value based relationship for the client.
Demonstrates basic knowledge of competitive products/services/solutions.
Understands the role of business partners and engages them appropriately in sales situations.
Preferred Technical and Professional Experience
Demonstrates effective and balanced use of all methods of communication including voice, e-mail, written correspondence with the customer throughout the sales cycle.
Understands relationship management approaches that develop customer loyalty.
Demonstrates articulation, clarity, succinctness in verbal communication by telephone.
Applies basic probing, questioning techniques to identify and expand selling opportunities.
Understands basic consultative selling approaches as presented through the Signature Selling Method.
Applies basic negotiation skills with customer decision-makers
Fluent in English and Thai