Sales Enablement

6 months ago

Markham, Canada IBM Full time

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 Role and Responsibilities

Sales Enablement professionals empower IBM sellers and partners 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:
Learning 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.

Show Me vs. Tell Me: Help to drive a “show me” culture by providing our sellers with hands-on assets that support the business value narrative. Most predominantly this will be demo assets to accompany the sales assets and the learning plans. In this role you will either create or work with creators to ensure the demo aligns to the focus on the value narrative used in the sales assets.

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). As you create or work with other content creators - you will strive to adhere to standards, keep content current and identify areas for content improvement.

Responsibilities include:

- Co-creation of enablement content assets tailored to buyer and seller needs through each stage of the buying journey
- Collaboration with Marketing, Offering Management, Product Marketing, Learning & Development etc. to obtain required content or information for content
- Bing a self-started with the ability to think creatively and collaborate effectively and overcome obstacles to meet deliverables with minimum oversight and direction.
- Delivery of assets and demos in a way that is governed, consistent and measurable using the right technology
- Analyses of asset usage, feedback and impact to redefine requirements and drive continuous improvement

Required Technical and Professional Expertise
- Strong communication skills
- 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)
- 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
- Demo Creation - ability to create a sales driven demo is a plus
- Prior experience using IBM Solutions in Data & AI or IT Infrastructure is a plus
- 2+ years of previous direct sales experience or experience in a sales support role
- Seismic Content Manager experience
- Prior experience using Moodle Learning Management System
- Knowledge of video editing tool (like Camtasia)

About Business UnitIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities.

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