IBM IBM Direct Sales Training & Enablement Specialist 

Japan, Tokyo 

711930109

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 Enablement–Direct 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