IBM Associate Partner Energy & Utilites - Go to Market (m/f) in Berlin, Germany
IBM Global Business Services (GBS)We are the world's largest consulting services organization. GBS provides clients with business transformation and industry expertise, and the ability to translate that expertise into integrated, responsive, and innovative business solutions. We offer consulting services across multiple industries and cover the whole process chain from strategy consulting through to the construction, implementation and operation of technical and commercial solutions.Your place to be: Energy & Utilities Go to Market TeamWe are expanding our high performing Energy and Utilities Go to Market Team. This team is comprised of go-to-market executives and industry specialist who are deployed to accelerate sales and delivery in high growth areas in the Energy and Utilities industry, thus driving growth in this industry and develop innovative solutions and deal constructs. Building reliable and innovative propositions (e.g. transformation deals, digital and cognitive solutions as well as core IBM propositions) for our clients in the E&U industry is at the core of our work.
You perform as a specialized Energy and Utilities leader driving and originating new business extending the IBM end2end footprint at key clients
In this role, you originate opportunities for incremental and new E&U business and are responsible for new multi-year services contract signings.
You manage and drive Request For Information (RFI)/Request For Proposal (RFP) process to closure, including contract negotiation and signing.
You apply consultative solution selling skills to conduct discovery activities, translate needs into solutions, articulate unique value and drive sales.
You establish goals, analyze market drivers and trends, and provide reports, including forecast, and client pricing, etc.
You establish and maintain and grow relationships with senior client staff.
You are an expert in your subject and a trusted advisor to our clients and internal teams.
Proven track record of sales to business as well as IT across the IBM brand portfolio for more than 10 years
Expertise in developing and shaping innovative propositions
Excellent relationship skills
Expertise in Digital topics
C-Level relevance and preferable network of relationships at the C level for purposes of pipeline development in the E&U industry
Preferable E&U industry knowledge
Possible locations: Hamburg, Berlin, Köln, Düsseldorf, Frankfurt/Main, München and Ehningen
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