New Client Acquisition
6 months ago
Introduction
As the New Client Acquisition (NCA), you will:
Acquire new clients for IBM by working closely with IBM Partners, Brands, Digital Sales, and Marketing team through the sale of product-led growth (PLG) offerings in the IBM Software and/or Infrastructure portfolio.
Use data-driven insights to develop new client acquisition plans and growth opportunities for the assigned territory within the region or country.
Use approved contact databases and marketing programs to build new client connections and pipelines and progress opportunities to closure.
Your Role and Responsibilities
- New Client Acquisition Strategy
- Develop new client acquisition strategy through PLG offerings by understanding emerging market trends, growth opportunities and customer needs.
- Identify the right set of client contacts/personas and leverage presales team to activate new client acquisition strategy to drive better engagement and adoption.
- Collaborate closely with IBM Partners, Brands, Digital Sales, and Marketing teams to ensure the success of activation.
- Sales Rigour, Discipline and Deal closing
- Measure progress against metrics and resolve any challenges promptly.
- Hold regular stand-ups with cross functions teams of Marketing, Digital Sales and Ecosystem to discuss progress and tap into growth opportunities with new and measurable initiatives.
- Engage with clients to drive high-value conversations and ensure right level of technical depth is brought forth through demos and POCs.
- Ensure New Client Interests are actioned immediately and qualified by digital sales team with a tight management system.
- Ensure IBM partners are receiving all the help necessary to progress and close new client opportunities. Personal ownership to ensure that the deals in the pipeline are closed and clients have continuously engaged post-sales with CSM teams.
Required Technical and Professional Expertise
- 5+ years’ experience in customer-facing sales, digital or growth marketing roles
- Proven track record in product sales, with a hunting mindset. Demonstrated experience to be able to drive new client conversations with deep product and use cases knowhow.
- Demonstrable business and commercial acumen to show the operational impact and financial value of product led solutions.
- Professional expertise across PLG led approach in technology especially software.
- Highly familiar with digital marketing, social selling including but not limited to Linkedin, SalesLoft, Zoom Info
- Strong growth mindset - the opportunity will be transformative and pioneering.
- Excellent communication, and presentation skills
- Demonstrated collaboration experience engaging with both technical and non-technical stakeholders across multiple teams.
Preferred Technical and Professional Expertise
As above
About Business UnitIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.
Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.
Are you ready to be an IBMer?
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