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Tuesday, June 12, 2012

Opening in IBM Noida/Gurgaon/Blr - IBM Sales Analytics & Advisory Services

Position/Title: Sales Execution Advisor
Department: Sales Execution Center of Excellence
Reporting To: Local Manager

Functional: Overseas Stakeholder

Mandatory Relevant Experience:
8 - 10 years of desired work experience required

The mission of IBM Sales Execution & Management team is to enable sales leadership and sales execution by providing end-to-end seamless integrated support to our sales teams, enabling them to achieve signings, revenue, profit and growth objectives for IBM offerings, solutions and services.

Role Summary:

Defining and developing an integrated reporting metrics in concurrence with the IBM standard definitions, being part of the weekly cadence calls to provide advice on the current business situation and championing the sales operations programs for the Business Unit that the candidate is aligned to.

Supporting assigned vertical and/or accounts – Work in shift from 3:00 AM to 12:00PM or 5:00PM to 2:00AM
A typical role involves diverse nature of activities including reporting, analysis, and participating/driving special projects, working on datasets to provide meaningful insights, sales tools management and business controls compliance. The % of time spent on each activity varies from role to role and cannot be ascertained since the work is mandated from overseas stakeholders and is dependent on the specific needs of the Business Unit & the Sales Leader.
The team supports clients across Asia Pacific, Europe, Middle East & North American and corporate head office clients. The typical start time depends on the role & Business Unit supported and may start as early as 3:00 am (for Australian clients) or as late as 5:00 pm (for North American clients) with other time zone dependent stakeholders in between. Our current office location is IBM Mantri – Bannerghatta Road, IBM Manyata Tech Park - Hebbal at Bangalore and NOIDA. Flexible work options are offered to candidates once they/stakeholder are comfortable on the output delivery i.e. typically 3 to 6 months. Preference is given to candidates who have worked in Financial / Sales Operations & Reporting in the technology industry in offshore delivery roles and IBM is an equal opportunity employer.

Role Details:
1. Work with Sales Leadership, Sales Operation Leader and Worldwide Sales Management support to integrate and report metrics. Ensure reporting is consistent and as per standardized IBM metrics. Metrics will include opportunity management, load, deployment model, standardized reports, and analysis.
2. Support the sales and operations leadership in their weekly/monthly/quarterly/yearly business reviews.
3. Provide the Sales Teams with data, reports and analysis that drives revenue performance and enables informed business decisions.
4. Deliver effective and useful opportunity management reports and analysis to drive focused and disciplined execution. As needed, provide reports and analysis in support of monthly/quarterly reviews, e.g., Global Sales Integration Review and other senior level reviews.
5. Manage the "local" deployment model to plan and ensure ongoing interlock between local and Worldwide Teams.
6. Provide operational support to the sales team; make informed recommendations and enable informed decisions via accurate information to improve pipeline and performance view. Support revenue forecast process, as needed.
8. Ensure action plans are implemented to address exposures identified, with appropriate follow-through to closure.
9. Support Financial Planning and forcasting Processes.
10. Ensure all business controls are in place and implemented.
11. Be a champion and avid supporter of Sales Management programs (Client Value Initiative, Client Value Method, Client References, Client Sat, Blue Razor Oracle-Sun Attack etc.) in conjunction with GMT Sales Operation Teams.
12. Act as a focal point for Sales Management pervasive issues and provide guidance

Mandatory Relevant Experience:
8 - 10 years of desired work experience required

Desired Profile:
# Strong interpersonal skills , strong communicator, including ability to communicate with various levels of management (across IBM Asia Pacific) , ambitious, ability to cope with deadlines , result driven , strong quantitative/analytical skills , attention to detail, ownership & responsibility.
The following attributes should be exhibited:
  • Collaborative, works well in a team environment.
  • Excellent communication skills due to overseas stakeholder management
  • Be open-minded and Innovative
  • Be flexible
  • Good organizational skills and be able to prioritize
  • Can work independently
Language Requirements (Any One):

  • English
  • Mandarin
  • Japanese
  • French
  • German
  • Spanish
  • Italian
Skills Required:

Technical Consultant
Non-Technical Skills

Team Leadership/Management
Working Independently with a sense of urgency to meet deliverables deadlines
Service Oriented
Gathering/Interpreting/solutioning users requirements
Analytical/Problem Solving
Project Management
Technical Skills

MS Excel (Power User)
MS Access

MS Word
Hyperion (Brio) / Business Objects
Structured Query Language (SQL)/DB2
Scale (0-5): 0=No skill, 3=Competent user, 5=Expert

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