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Sales Management and Transformation
Job ID SYS-0798957 Job type Full-time Regular Work country Kenya Position type Professional Work city Nairobi Posted 29-Sep-2015 Travel 10% travel annually Job area Consulting & Services Business group IBM Systems Job category Project Management Business unit SysHWSls Job role General Other Project Management Job role skillset General Commissionable/Sales-Incentive jobs only No
Job description Trusted Advisor to the SWG Sales Leaders providing sales management & operational support across a Broad range of activities like sales transformation, resource deployment, GTM coverage model, sales execution, spring and fall plan, sales plans, and ad-hoc support to maximize sales results Responsibilities: 1. Transformation and Control • Sales Connect – ensure hierarchy is SalesConnect is maintained and the community is equipped in terms of education and using the full functionality of SalesConnect. • Ensure Compliance & Controls – Manager Control Book, and that the Management System is in place and fully documented including Minutes and actions • Control and check the resource deployment plan and actuals monthly and report discrepancies. • Ad Hoc Controls tasks that do not fall under business controls 2. Territory Management and Coverage design • Involvement in the CGSP (Fall Plan) – do the analytics and Account Planning (Spring Plan) – work with the sales team and ensure good quality and interlocked in EBU with S&D • Team with SC&T to drive Territory Management and client segmentation assignments, quota/territory validation and change management • Rigorous IPL implementation monthly and twice a year working with SC&T and ensuring deadlines are met • Management of Challenges – ensure that the last month of every 2 half years all people have challenges and Incremental challenges are implemented for all Key deals. Control that the the scoring of the challenges are done timeously with appropriate backup.
Sales execution • Work closely with SMS counterpart and sales leaders to ensure that business indicators are reflecting reality (eg Pipeline ) • Pinpoint productivity gaps and get actions to place to correct • Ensure sales recovery plans are in place and executed on to deliver to targets
Strategy • Work closely with EBU leader on strategy plan for Software South Africa • Build and maintain scorecard with actions and outcomes on a quarterly basis
Skills: Environment Understands and applies knowledge of services function, business unit, brand, large country or regional objectives in designing and implementing IT solutions for clients. Demonstrates the required IT Specialist proficiency levels for technical skills in own area of specialty and in related disciplines, and applies those skills in implementing IT solutions. Understands organizational resources, priorities, needs and policies, and takes them into account in developing IT strategies and solutions. Communication/Negotiation: Mentors others in the IT Specialist profession. Provides guidance to team members (Project managers, Architects, Sales Specialists, and other IT Specialists, among others) in area of new and complex implementation and/or management tools and techniques. Acts as the center of competency on all appropriate development tools, productivity aids, standards, and procedures ensuring they are effectively utilized on all applicable projects / engagements / proposals. Leads negotiations with engagement partners and team members (vendors, subcontractors, customers, IBMers from other functional areas) to define project goals and strategies for attaining them. Problem Solving: Anticipates potential problems. Develops and leads execution of the technical risk management plan for the solution to be implemented.
Required * Bachelor’s Degree * At least 4 years experience in lead development/architectural design of intranet and/or extranet projects * At least 4 years experience in key web development tooling (java .net php JavaScript HTML CSS etc) * At least 4 years experience in javascript frameworks (bootstrap, node.js jquery, dojo) * English: Fluent
Preferred * At least 6 years experience in lead development/architectural design of intranet and/or extranet projects * At least 6 years experience in key web development tooling (java .net php JavaScript HTML CSS etc) * At least 6 years experience in javascript frameworks (bootstrap, node.js jquery, dojo)
Additional information Key Technical Skills: • Architectural thinking • Develop Operational Model • Design high level architectures for intranet/extranet/internet. • Integration – SOA • Design / Deployment of Advanced Collaboration platforms within an Enterprise
Soft Skills: • Good Project Management skills • Meetings Management • Communications • Organization • Time Management • Scope management / expectation management • Good Presentation Skills • Team Leadership • Team dynamics / Communications
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.
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