ANALYTICS BRAND SELLER

Job description

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

Auto req ID

299302BR
Required Education

Associate's Degree/College Diploma
Role ( Job Role )

General Other Solution Sales
State / Province

GAUTENG
Primary job category

Sales
Company

(0123) IBM South Africa (pty) Ltd
Contract type

Regular
Employment Type

Full-Time
Is this role a commissionable/sales incentive based position?

Yes
Travel Required

Up to 50% or 3 days a week (home on weekends - based on project requirements)
IBM Business Group

CLOUD
Preferred Education

Bachelor's Degree
City / Township / Village

JOHANNESBURG
Being You @ IBM

Affirmative Action and/or EE candidates will be given first preference as per our employment equity strategies.
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
Country/Region

South Africa
Preferred Technical and Professional Experience

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
Secondary Job Category

Solution Sales
Eligibility Requirements

NONE
Position Type

Professional
Early Professional Track

Not Applicable - Professional Hire
Location Statement

For additional information about location requirements, please discuss with the recruiter following submission of your application.
Introduction

At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.
Your Life @ IBM

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Impact. Inclusion. Infinite Experiences. Do your best work ever.
About Business Unit

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.
About IBM

IBM's greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.