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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

The Worldwide Technology Lifecycle Services Enablement Specialist is responsible for building, teaching, running, and measuring sales programs and campaigns.

The Channel Sales Training & Enablement Specialist plays a pivotal role in driving the success of IBM's Hardware Maintenance Division (TLS) by supporting the Renewals Program Management function. In this role, the Specialist will provide IBM Digital Sales, Business Partner Sellers, and Business Partners with the resources they need to be successful. These resources will be a combination of campaigns, and sale programs focused on helping sellers prospect, identify opportunities, and provide quality leads to Business Partners. The Specialist will focus on content development/curation/management, sales support definition, feedback mechanisms, winning sales behaviors, and implementing tactical sales strategies to enhance the efficiency of the sales team.

Key Responsibilities:

• Sales Strategy - Channel 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 - Channel 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.

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. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

Your Life @ IBMIn a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

About IBMIBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

Location StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.

Being You @ IBMIBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.