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Account Manager- Government Vertical

By working with the Regional Sales Director and the appropriate sales resource as defined with each customer, the specialist is expected to develop account plans specific to each target customer within the allocated branch/region to drive IBM Storage and associated Enterprise & Service business. The Specialist will become the primary sales interface between the Vendor Alliance business, and the vertical branches in the development of the proposition so that all elements of the Enterprise Solution are presented effectively in line with customer needs.

The expectation is that the Specialist will also act as the primary interface for driving business development opportunities in terms of pipeline management, engagement and business generation with IBM

A key requirement of the role is to combine a broad understanding of both the technology and the operation and processes
Key elements of the Portfolio are:
- Storage
- Consolidation
- Servers/Blades
- Software
- Network Fabric
- Services

Main Objectives;

1. Drive the growth of the Storage Enterprise Solutions business in Region
2. Drive the growth of complimentary products and services
3. Deliver the targeted number for {Insert Vendor Name}
4. Deliver targeted services attached
5. Achieve annual margin number

Key Responsibilities

· Support the Regional Sales Director to grow this business in aligned region in
four types of engagement
1. Directly assigned accounts or opportunities – lead the sale
2. Specialist support into existing accounts working with Client Managers
3. Specialist support into new opportunities working with other Specialists in a complimentary manner.
4. Specialist support into New Business accounts initiated from leads identified by the Specialist Lead Generator

· Develop and grow the complimentary products and services
1. Enterprise technology
2. Professional Services
3. software
4. Symantec
5. Oracle
6. VMWare
7. Citrix
8. Managed & Annuity Services
9. Supply Chain Services


· Key Measures of Success

· Growth of Regions IBM Enterprise Storage and associated products and services business in terms of Product Gross Margin & Services Revenue.
· Achievement of Gross Margin target in all three types of engagement
· Achievement of Service revenue target in all three types of engagement
· Achievement of GM% target
· Growth in market share compared with key vendors in region
· Collaboration and working with other Sales personnel
· Project success,
· Customer satisfaction,
· Repeat business






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