East Africa Global Business Services Sales – Telecommunication Sector

The successful individual will be part of our East Africa Global Business Services (GBS) leadership team located in Nairobi, Kenya. As the Industry Leader you will focus on Sales Execution, Client Relationship Management, Proposal Management, Thought Leadership and Delivery Management in the assigned industry. You will be the first point of contact for all client/IBM-GBS proposal needs and present and lead commercial discussions until deal closure. You will partner with the IBM-GBS Solutions, operations team, the client, and also IBM-GBS consultants/delivery teams for seamless implementations for awarded projectsRole and ResponsibilitiesSales Execution and Business Development
Identify and cultivate new client prospects, to scope, grow and progress leads to closure.
Drive execution of sales for the assigned industry across the East Africa territory.
Lead business development efforts originating with the RFP through contract negotiations.
Engage directly with C-level executives to understand their key challenges and initiatives and be able to map the right IBM solutions to their business requirements
Develop, articulate and deliver compelling value propositions for our services to client senior executives within the telecommunications sector
Support the development of new business opportunities
Help formulate the local business strategy in line with the MEA business strategy
Client Delivery
Work with project delivery executives to ensure smooth implementation of awarded projects
Work alongside the account delivery executives to ensure overall project profit margins are met.
Client Management
Manage client portfolio of inflight projects for assigned industry by developing and managing key relationships with various executive clients and sponsors responsible for overall client project delivery and account growth in order to increase IBM’s footprint and boast sales
Participate on thought leadership to create eminence in that market place Qualifications
Ability to be “stand-alone” in senior client settings and to manage clients up and down throughout client organization
Clear oral and written communication skills to present complex value propositions to client senior executives
An undergraduate degree with an excellent academic record, graduate degree is a plus
Client development and account management experience in a consultative sales environment or with a business consulting firm or in a program management position
Consulting experience in telecommunication sector
Fluency in the financial services or telecommunication sectors; deep familiarity with the market landscape and corresponding data and information needs
Knowledge in any of the IBM key solution areas – Analytics, EA Application (Microsoft, Oracle or SAP)
Strong analytical capability and problem-solving skills
Fierce desire to be a critical team member in a rapidly growing business
Ability to effectively communicate complex value propositions to senior client executives
Entrepreneurial spirit and a keen interest in proactively building a consulting practice
Uses analytics & complex business modeling to assist clients in optimized, fact-based decision making and uses the insights to determine business issues, assist in strategy development, and recommend solutions to drive business value.
Required Technical and Professional Expertise
Knowledge in any of the IBM key solution areas – Analytics, EA Application (Microsoft, Oracle or SAP)
Strong analytical capability and problem-solving skills
Fierce desire to be a critical team member in a rapidly growing business
Ability to effectively communicate complex value propositions to senior client executives
Entrepreneurial spirit and a keen interest in proactively building a consulting practice
Preferred Technical And Professional ExperienceNA