Your Role and Responsibilities

 

At IBM, work is more than a job - it's a calling: Not just a calling to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and develop financial solutions to enable IT transformation projects that solve some of the world's most challenging problems? If so, lets talk.

As part of our financing sales team, you will work with clients as they transform organizations and entire industries, which means you have a hand in changing how the world works. We’re driven by more than just selling financing solutions. We want our clients to succeed. You will have access to our entire organization to develop original ideas that help clients create the world they imagine. The IGF Financial Sales Executive (FSE) will manage a multi-million dollar portfolio/account base and be responsible for driving financing revenue and profit growth for the business by selling financial services in the area of technology (Services, Software, Hardware) leasing and financing.  Among their top responsibilities will be to identify key financial decision makers, often at the C-suite level, and build trusted relationships with them so we can identify and compete to win the financing of their IT transactions while positively influencing customer satisfaction with respect to the engagement.   Individuals will also need a solid understanding of current financing industry trends and IBM's strategic priorities. In this role, the FSE will need to demonstrate selling skills with developed knowledge and experience in contracts, contract negotiations, tax, accounting, financial analysis (to include NPV, ROI, Cash Flow, Lease vs. Purchase, etc.), and relationship and territory management.  Selling experience is preferred to manage and interact with an extensive network of IBM Sales teams, IBM Management teams including a vast network of IBM business partners and suppliers.  This position requires teaming with other IBM and external business partner sellers to manage a significant account and opportunity base.  This job has a high focus on accurate forecasting responsibilities and the ability to deliver on forecasting commitments.  You will be expected to take ownership of all aspects of the sale -- manage the end-to-end deal process from identification to closure including proficiency of all required IBM Sales Management tools and procedures for contracts, quotes, forecasting, opportunity management, etc. In addition, you will be working with Financing experts who will challenge you to imagine new possibilities. You'll grow your skills while gaining valuable experience and advance your career through close collaboration with talented team members.  You will also have access to IBM's award-winning sales and learning programs. Compensation plan is salary + commission and is competitive with market standards.   Accounts are primarily retail and distribution accounts located in the western most 13 states. Would prefer the selected candidate live in Los Angeles, Phoenix, Denver, Portland, Las Vegas or Denver. Required customer travel is 50% and is mostly regional, typically limited to IBM client meetings/events and making face-to-face calls on end user accounts and business partner/suppliers within the territory.   Key attributes: Proven ability to articulate and deliver compelling, complex financing solutions and value In-depth knowledge of financing value drivers in order to create clear compelling financing value propositions Proven ability to match and sell financing offerings with client requirements Comprehensive business development, sales and/or consultant experience Proven prospecting abilities and willingness to hunt for opportunities to sell to new accounts Be 'proactive' and reach out to clients to setup client visits and calls to make an impact Comprehensive financial acumen Demonstrated collaboration skills Demonstrated interpersonal and communication (oral and written) skills at all levels of an organization Driven and self-motivated with an entrepreneurial spirit and a commitment to excellence in everything they do Ability to build and maintain positive business relationships with peers and customers Being able to differentiate and structure financing requirements between software and services transactions is a plus Flexibility for placement within the organization that would be mutually beneficial

Introduction

At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Required Technical and Professional Expertise

• Bachelor Degree, preferably in Economics, Accounting or Finance
• At least 3 years sales experience
• Readiness to travel 50% based on project requirements
• Fluent English

Preferred Technical and Professional Experience

• Master Degree in Economics, Finance or Accounting
• Familiarity with leasing/financing business
• 3 years working in a captive finance environment
• 3+ years sales experience with IBM Business Partners

Required Education

Bachelor's Degree

Preferred Education

Master's Degree

Eligibility Requirements

• None

About Business Unit

IBM Global Financing (IGF), the lending and leasing division of IBM, is a worldwide leader in information technology financing that provides financial service excellence, to accelerate value from technology and help our clients achieve the next best thing. IGF provides funding to more than 125,000 customers in more than 40 countries, enabling our customers to buy or lease hardware, software, and services not only from IBM, but from any technology vendor. Some institutions finance purchases. We finance possibilities.

Your Life @ IBM

What matters to you when you’re looking for your next career challenge?Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.Impact. Inclusion. Infinite Experiences. Do your best work ever.

About IBM

IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.