Ibrahim Rufai
Sales Leader for Ibm Expert Labs @IBM
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WORK HISTORY
Sales Leader for Ibm Expert Labs @IBM
CA
A \'day-in-the life\' in this role may include, but not be limited to:Managing a dedicated client set and defining, confirming, and communicating the differentiated value of IBM\'s technology at both the technical and business level.Identifying and engaging decision makers and influencers, qualifying business opportunities, and responding to clients\' needs to create strategic, long-term partnerships.Managing the entire sales process, from RFI / RFP response preparation, and ensuring delivery against KPIs, with a strong emphasis on new business sales, while expanding existing accounts.Collaborating with the broader IBM sales ecosystem, from Marketing to Sales and technical colleagues, to IBM Business Partners, to build sales campaigns and incremental pipeline.Achieve services signings and revenue targets quarterly and annually.Create, manage, and prospect sales pipeline to achieve assigned territory quota.Accurately forecast sales pipeline on a weekly, monthly, and quarterly basis.Generate new signings by building client relationships, teaming with software and BP sellers to attach services to software deals.Scope, validate and win services deals, leverage team of enterprise architects, technical principals, proposal leaders, and delivery consultants.Prepare and present services configurations and pricing for the solution, negotiate the terms, conditions, and pricing. Know and systematically manage the steps to closure. Lead post-signature activities for contract integration, change management, governance activities, up sells and negotiations.Once the deal is signed, I work closely with the service delivery manager to transition to perform by ensuring the scope and expectations are understood, ensuring project success. Following closure, I am responsible for maintaining the customer relationship to upsell future services to generate new pipeline.
EDUCATION
Kebbi State University of Science and Technology, Nigeria
Bachelor of Science (BSc), Computer Science
University of Surrey
Master of Science (M.Sc.), Information and Process Systems Engineering
SKILLS
ABOUT IBRAHIM RUFAI
I am a results‑driven Senior Services Sales Leader with a deep technical foundation and over a decade of experience delivering strategic value across the IT industry. After spending years as a trusted Senior Technology Specialist, I successfully transitioned into Services Sales, where I’ve combined my technical expertise, consultative mindset, and delivery background to help enterprise clients accelerate transformation.Over the past three years, I’ve driven nearly $10M in Sales signing and revenue while supporting Enterprise, Strategic, Select Horizon, and Select Territory accounts across Canada and the Caribbean. My experience across Pre‑Sales, Sales, and Post‑Sales gives me a full 360° view of the customer journey, allowing me to connect business outcomes with scalable, service‑led solutions.As a sales leader, I excel at:Building and nurturing high‑trust customer relationshipsUncovering complex business needs and aligning them with strategic servicesNavigating multi‑stakeholder environments to unlock decision velocityStructuring and negotiating high‑impact service dealsCoaching and elevating teams to become high‑performing sales and technical professionalsI’m passionate about helping organizations modernize, innovate, and maximize the value of their technology investments. I bring strategic thinking, business acumen, and a relentless focus on delivering measurable outcomes, positioning myself not just as a seller, but as a trusted advisor and transformation partner.
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