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Analytics Seller

Job Description and Requirements

Job Description 
This position is for an Data & AI 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 IBMs Data & AI solutions in the clients 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. 

Responsibilities:

  • To own and close the deals under the product scope of Data & AI.
  • Facilitate value assessment workshops addressing discovery, capability value alignment, use-case, benefits, ROI with senior client LoB/IT stakeholders
  • 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

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
  • Financial Sector Experience, proven track record of selling Analytics and positioning use cases within the Banking sector.
  • 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 client 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 cycles to enterprise customers in multiple industries.

Required Technical and Professional Expertise

  • At least 5 years experience in Software Sales or Consulting, preferably in Analytics area.
  • Consultative and commercial skills

Preferred Tech and Prof Experience

  • At least 5 years experience in Software Sales or Consulting covering the Analytics portfolio preferably in Finance sector.

EO Statement 
IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.