IBM IBM Global Financing - Financial Sales Executive in New York, New York
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.
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.
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
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
Preferred Technical and Professional Expertise
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
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.
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For additional information about location requirements, please discuss with the recruiter following submission of your application.
Being You @ IBM
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