IBM
IGF FINANCING SALES
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Introduction
At IBM Finance & Operations, we are the backbone of IBM’s transformation driving efficiency, transparency, and smart decision-making across the business. Our teams provide the insight and discipline that guide strategy, ensure financial strength, and enable IBM to invest in innovation and growth. Working in Finance & Operations means combining analytical skills with collaboration and curiosity. You’ll partner with colleagues across functions and geographies, using data, technology, and process excellence to create solutions that improve performance and deliver measurable impact. IBM offers continuous learning, career development, and a culture that values diverse perspectives. Join us and be part of a global team that keeps IBM moving forward, while building your own future in a dynamic and evolving environment.
Your Role And Responsibilities
As a Financing Sales Professional, you will collaborate with IBM Global Sales to generate new and renewable business focused on financing offerings to deliver on targeted objectives. You will build long-term relationships through trust and personal responsibility, partnering with IBM Technology, Services, and Ecosystem organizations to achieve strategy objectives.
Your Primary Responsibilities Will Include
- Identify New Opportunities: Proactively identify and pursue new opportunities to sell financing offerings within assigned portfolio, meeting and exceeding client requirements through industry, product, and service expertise.
- Build Relationships: Develop long-term relationships with clients through trust and personal responsibility, ensuring excellence in consultative selling and negotiation skills.
- Collaborate with IBM Teams: Partner with IBM Technology, Services, and Ecosystem organizations to generate new and renewable business, achieving strategy objectives and delivering targeted results.
- Deliver Client Solutions: Meet and exceed client requirements through industry, product, and service expertise, maintaining contemporary consultative selling and negotiation skills.
- Pursue Renewable Business: Proactively pursue renewable business opportunities, ensuring continued growth and delivery of targeted objectives.
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Preferred Education
Bachelor's Degree
Required Technical And Professional Expertise
Role Description – Financial Sales Specialist
- Supporting IBM Technology growth and differentiation in the UKI Market
- Collaborating with IBM Technology sellers to position the most commercially attractive propositions with IBM’s clients
- Client insights – understanding clients financial imperatives, borrowing propensity and cost of borrowing / cost of captial
- Partnering with the Ecosystem to support the sale of IBM Technology to IBM’s clients
- Managing key internal stakeholders, such as IBM Credit / Pricing to position IBM Financing in the most advantageous way for IBM Technology and their clients
- Regular interlock with the IBM brand and technology leaders to ensure that coverage of all IBM Technology business
- Supporting the optimisation IBM UKI Free Cash Flow
Key Skills
- Financial modelling and business case acumen - the ability to support IBM Technology sellers in building compelling business cases for their clients
- Financial expertise and deal structuring – working directly with IBM Technology clients to articulate enhanced financial / business value in support of their IBM Technology investments
- Risk Management and financial knowledge - understanding IBM’s clients’ financial position/statements and working with IBM credit to secure the necessary credit lines to support IBM technology
- Technology & Sustainability - understanding of IBM technology lifecycles and how leasing can support regular and sustainable technology refresh
- Stakeholder Management and navigating IBM – External (client and BP relationships). Internal (IBM Technology organisation, and IBM Financing functions)
- Pricing – learning tooling and basic pricing skills, internal negotiation around exceptional approvals
- Cross functional teaming – Working with C&N, Accounting, Price to achieve the successful outcomes
- Contracts & Negotiation – understanding & negotiating terms and conditions
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Preferred Technical And Professional Experience
- Industry Trends Knowledge: Familiarity with industry trends to provide expert advice and solutions to clients, staying up-to-date on market developments and competitor activity.
- Additional Financing Products: Exposure to various financing products and services beyond core offerings, understanding their features and benefits to meet diverse client needs.
- Advanced Consultative Selling: Experience applying consultative selling techniques and negotiation strategies to build strong relationships with clients and close complex deals.
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