● 招聘公司：IBM
● 公司简介：IBM（国际商业机器公司）或万国商业机器公司，简称IBM（International Business Machines Corporation）。总公司在纽约州阿蒙克市。1911年托马斯·沃森创立于美国，是全球最大的信息技术和业务解决方案公司，拥有全球雇员 31万多人，业务遍及160多个国家和地区。
● 招聘职位：业务发展主管-基础设施服务 ● 职位性质：全职 ● 职位薪酬：$90,000+ ● 工作内容： - 在客户组织的高级管理人员和执行人员中，主动寻求和发展受人尊敬的关系;
- 积极筛选市场，发现潜在的大型服务/解决方案机会;
- 发展管理层，有远见的业务价值主张，包括所有的业务线;
- 管理与其他IBM业务部门/服务供应商的关系，以获得最佳职位、识别和开发机会;
- 对解决方案进行初步财务分析，以证明令人信服的财务理论;
- 识别客户的关键成功因素和潜在的IBM合作风险;
- 及时了解竞争产品、战略、计划，并有效地将IBM产品与竞争产品区分开来，以建立客户对IBM的偏好;
- 组建最初的销售参与团队，推动识别和验证的机会向前发展;
- 作为IBM服务全球技术服务业务开发主管，您将领导大型创新服务和IT转型机会的识别、开发和认证;
- 您将管理一系列IBM服务解决方案，包括基础设施管理服务(服务器、存储、数据中心)、服务台、最终用户服务、安全、云和其他IBM服务
● MAJOR RESPONSIBILITIES： - Unsolicited executive calling and developing highly respected relationships among senior management and executives in client organizations;
- Proactively screening the market and identifying potential large services/solution opportunities;
- Developing executive level, visionary business value propositions encompassing all lines of business;
- Managing the relationships with other IBM lines of business units/service providers to best position, identify and develop opportunities;
- Developing initial financial analysis of solutions to demonstrate compelling financial rationales;
- Identifying the clients' critical success factors and potential IBM engagement risks;
- Keeping abreast of competitive offerings, strategies, plans and effectively differentiating IBM offerings from competitive alternatives to create customer preference for IBM;
- Assembling the initial sales engagement teams to move identified and validated opportunities forward;
- As a IBM Services Business Development Executive in Global Technology Services, you will lead the identification, development and qualification of large innovative services and IT transformation opportunities;
- You will oversee a portfolio of IBM Services solutions including Infrastructure Managed Services (Server, Storage, Data Centre), Service Desk, End User Services, Security, Cloud and other IBM Services
● 职位要求： - 至少8年与客户确认并成功赢得全解决方案的IT合作;
- 在资讯科技外判及转型的主要范畴，包括基建、应用系统管理、集成服务、顾问服务等，均有成功的业务发展记录;
- 在是否投资公司资源以进一步限定、评估潜在机会的风险和可行性的问题上做出许多决定;
- 设计并阐明许多独特的和引人注目的价值主张(通常包括各种定制组件)，以便客户决策者掌握与服务提供商关系的短期和长期业务和财务价值。
● REQUIRED QUALIFICATIONS： - Minimum 8 years in identifying and successfully winning highly complex full-solution IT engagements with clients;
- You will have a track record in successful business development across key areas of IT outsourcing and transformation including - infrastructure, application management, integration services, consulting services, etc;
- Contribute to many decisions ("go" or "no go") on whether to invest company resources to further qualify, assess risk and feasibility of potential opportunities;
- Devised and articulate many unique and compelling value propositions (which typically include a diverse array of customized components), so that client decision-makers grasp the short and long-term business and financial value of a relationship with service providers.
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