ANALYTICS BRAND SELLER at IBM

Your Role And Responsibilities

• This position is for an Data & AI Brand Sales role in the IBM Cloud business unit, using solution selling approach to create/dig out the needs from customers, so as to meet the business objectives. This role is a hands-on, multi-disciplinary role which requires applying value-based selling techniques and engaging with senior client business and IT executives and staff to identify and articulate the value of IBM’s Data & AI solutions in the client’s business context and target business outcomes.
• The work requires an ability to quickly assimilate information, put structure to issues, develop a compelling story and package it into an executive-level deliverable. The specialty sales develops defensible business cases, engaging senior business leaders with confidence and credibility, and teaming with IBM sales and technical sales resources on sales progressions justifying technical and business value for IBM Data & AI solution proposals.
• Develop CEO level relationships with our business partners and act as a trusted advisor. The role would require a person who is able to consult with our partners, understand their business, build and execute business plans while leverage the IBM virtual team.
• Channel Marketing, business partner enablement & pipeline generation skills are imperative in order to conduct this role.
• Be proficient in IBM partner programs and incentives
• Have the ability to recruit new business partner by familiarising yourself with the IBM value proposition
• Focus on solution selling to our channel and be a subject matter expect in the Data & AI segment
• The ability to have a structured approach to partner management & operations is a key requirement

Responsibilities

• To own and close the deals under the product scope of Data & AI direct to Tier 2 customers
• Facilitate value assessment workshops addressing discovery, capability value alignment, use-case, benefits, ROI with partners
• Present executive value case
• Create and maintain effective value selling assets in support of sales development programs and solution offerings
• Develop teaming relationships with broader IBM sales ecosystem, including industry, services, and business partner team

Required Technical and Professional Expertise

Skills / Experience Profile

• Strong consultative value selling and/or Analytics SW product selling experiences: proven track record of advising senior business / IT decision makers on IT-enabled business transformation initiatives
• Excellent story-telling , communication and interpersonal skills: strong interviewing, facilitation, written and oral presentation skills at executive management level; flexible and effective teaming with diverse partners and IBM teams
• Strong business acumen in multiple business functional areas: experience with formulating strategic direction and performance improvement opportunities related to marketing, sales, supply chain operations.
• Extensive experience with complex software solution sales

About Business Unit

Preferred Technical and Professional Expertise
Digitization is accelerating the ongoing evolution of business, and clouds - public, private, and hybrid - enable companies to extend their existing infrastructure and integrate across systems. IBM Cloud provides the security, control, and visibility that our clients have come to expect. We are working to provide the right tools and environment to combine all of our client’s data, no matter where it resides, to respond to changing market dynamics.