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IBM IBM Direct Sales Training & Enablement Specialist 
Japan, Tokyo 
711930109

03.07.2024

Key Responsibilities:

  • Sales Strategy – Direct Sellers
    • Collaborate with Renewals Program Management to map the skills to career paths of successful sellers and managers within the region.
    • Develop competency models centered around winning behaviors and tactics to guide the training and development of sales team members.
    • Contribute to developing a long-term roadmap aligned with the commercial strategy of the division.
  • Training and EnablementDirect Sellers
    • Collaborate with Brand Geography leaders to understand strategies,objectives,and requirements on sales tactics to execute on
    • Develop and maintain a defined content roadmap with regularly updatedcadencesbased on insights from the commercial organization.
    • Prioritize content assets based on data analysis and alignment with sales and marketing plays or types of opportunities.
    • Integrate content assets with talent development plans, allowing sellers to engage with recommended content for their development needs.
    • Empower sellers with information, techniques, and assets to optimize every buyer interaction, resulting in, building relationships/pipeline, progressing opportunities, and closing deals
    • Provide Sellers with relevant content, tools, methods, and access to experts and expertise
    • Ensure the most impactful content and assets are consumable by sellers – providing tagging standards, and usage of content management systems
    • Listen, research, plan, and collaborate with peers to deliver virtual and live education sessions
    • Conduct regular surveys within the commercial organization to identify support requirements for sales representatives.
    • Establish a closed-loop process for collecting feedback on existing support mechanisms to continuously improve effectiveness
    • Analyze asset usage, feedback,and impact to redefine requirements and drive continuous improvement
    • Ensure sales representatives have maximum selling time by optimizing support resources
    • Establish and measure Key Performance Indicators and make data-driven business decisions

Skills

    • Independent and proactive self-starter with the ability to think creatively and collaborate effectively
    • Excellent communication and interpersonal skills with the ability to collaborate effectively across teams.
    • Polished presentation skills
    • Strong time management skills. Proven ability to prioritize and manage multiple projects simultaneously in a fast-paced environment.
    • Motivated self-starter
    • Proficient in MS Office
    • Strong understanding of sales processes and methodologies.
    • Proficiency in data analysis and interpretation to drive insights and decision-making.
    • Experience with digital content management platforms and tools is desirable.

Characteristics

    • Ability to drive new projects with minimal guidance
    • Ability to build a network and work across a matrixed team; business partners team, sales, technical sales, and enablement
    • Provide data-driven decisions
    • Excellent communication skills
    • Thrive in start-up environments
    • Strong teamwork skills with the ability to work on a virtual team
    • Passion for learning new technology
    • Familiarity with Sales stages including outbound sales motions and prospecting
    • Ability to identify and address client pain points and business challenges

Useful Technical and Professional Experiences

    • Understanding of outbound sales processes
      • Opportunity identification
      • Prospecting
      • Lead progression
    • Sales Enablement Experience
    • Executive communications
    • Business Partner Experience
    • Salesforce ISC/Conga
    • Seismic
    • SalesLoft
    • ZoomInfo
    • Qualtrics
    • Microsoft Office