Global Sales Enablement Partner

Описание

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 Role and Responsibilities
Sales Enablement professionals empower IBM sellers and partner sellers with information, techniques and assets to optimize every buyer interaction in order to build relationships, pipeline, progress opportunities and close deals. The Sales Enablement professional drives outcomes in three specific areas:
Sales Assets: Help sellers recognize opportunity, increase pipeline and close deals faster by providing them with relevant content, tools, methods and access to experts and expertise, in the right format at the right time. This is accomplished through identifying, curating and delivering relevant and quality content (e.g. offering/solution features and roadmaps, relevant industry/market context, compelling value propositions and competitive positioning). Enable work with content creators to adhere to standards, keep content current and identify areas for content improvement.

Seller Experiences: Support sellers’ efforts to build and nurture relationships and win business by improving the seller’s ability to deeply understand client needs, envision how IBM can help address those needs, and confidently convey IBM’s strategic initiatives, specific offerings, expertise, value and differentiation. Enable this through timely knowledge, skills transfer and effective activation methods (e.g. digital tools, programs, online learning, coaching, applied experiences). Continuously explore and deploy new enablement methods to increase seller effectiveness.

Enablement Management: Drive a calendar of foundational (i.e. always “on”), opportunistic (i.e. possibilities to capitalize on specific market conditions) and reactive (i.e. quick responses to an incident or event) seller campaigns that align to marketing efforts and create an effective “ground game” for sellers. Leverage skills data and content usage insights to improve seller effectiveness.

Responsibilities include:

Identifies seller requirements for assets and sales plays for all supported seller segments for all stages of the buyer journey and sales cycle
Collaborates with Marketing, Offering Management, Product Marketing, Learning & Development etc. to obtain required content or information for content
Co-creates content assets and sales plays tailored to buyer and seller needs through each stage of the buying journey
Designs and executes process of rationalizing, mapping, tagging and maintaining all sales content and sales plays
Delivers assets and sales plays in a way that is governed, consistent and measurable using the right technology
Analyzes asset usage, feedback and impact to redefine requirements and drive continuous improvement
Work time (incl time zone): Bulgaria standard business hours with flexibility to take calls based on the working hours of respective country of deployment.

Required Technical and Professional Expertise

Proficient in MS PowerPoint in creating enablement presentations
Story Development (Craft compelling narrative architectures that engage clients on their business needs, use insights to position IBM solutions, and lead clients to action—forming the core message to be applied across multiple assets)
Sales Asset Creation (Translate narrative and messaging into content types that support sales campaigns’ go-to-market strategies, in formats that enable great client experiences)
Sales Asset Management – Ensure the most impactful content is accessible to sellers by applying an understanding of asset quality, tagging standards, and usage of content management systems
Content Optimization (Use data to analyze, test, and optimize content components inclusive of messaging, format)
Content Design (Design and create powerful ways to bring narratives to life)

Preferred Technical and Professional Expertise

2+ years of previous direct sales experience or experience in a sales support role
Seismic Content Manager experience
Knowledge of video editing tool (like Camtasia)

Изисквания към кандидата

Езикови познания:
Английски език

Трудов опит:
С професионален опит от 1 - 3г.

Образование:
Бакалавър

Ние предлагаме

Вид заетост:
Пълен работен ден

Срок на заетост:
Постоянна

Договор:

Ниво в йерархията:

Категория:

Продажби - експерт мениджъри

Държава:

България

Населено място:

Гр. София

Адрес:

бул. ДРАГАН ЦАНКОВ 36

Дата:

19.05.2021

Организация:

Ай Би Ем България ЕООД
Фирма/Организация - Директно търсеща служители

Детайли за организацията:

Повече информация за Ай Би Ем България ЕООД може да получите ТУК