IBM Direct Sales Skills & Enablement Specialist 

India, Karnataka, Bengaluru 

556850347

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 updated cadences based 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

Required Technical and Professional Expertise

• 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

Preferred Technical and Professional Expertise

• Bachelor’s degree in Business Administration, Sales, Marketing, or a related field. Advanced degree preferred.