IBM and its clients are ushering in a new cognitive era. IBM Watson IoT extends the power of cognitive computing to the billions of connected devices, sensors and systems that comprise the IoT. Why? Because IoT is testing the limits of programmable computing, and Cognitive IoT is how we will overcome those limits. It is how we will accomplish the transformational outcomes we know are both possible and necessary—from operational efficiency to customer experience to industry disruption.The Tiger Team is a senior team that drives opportunity identification and development with Line of Business Executives in key customers who will benefit from the implementation of IBM Internet of Things and Asset Management Solutions.Job Description of the Watson IoT - Lease Accounting Sales Tiger
Use lease accounting knowledge to drive sales of the Asset Management Solution
Interface with colleagues around the world to understand successful approaches to the market and replicate them in local geographies
Provide overall leadership to drive the success of the Asset Management Portfolio
Develop an effective strategy for gaining mindshare with geographically dispersed IBM Portfolio representatives to ensure they understand how to sell the Asset Management solutions in their territories
Develop a plan to enable and motivate the wider IBM IoT coverage team to perform against brand specific targets
Establish and maintain customer relationships at an executive level within a GMT; make frequent customer calls within the GMT to help reps prospect for and develop sales opportunities
Execute key sales plays for IBM Asset Management‘s go to market strategy
Help close the deal - Assist sales people in advancing the opportunity, negotiating details, and closing the deal that includes the specific brand
Find ways to cross-team to promote the Asset Management software portfolio - encourage cross-platform, cross-functional opportunity development to ensure inclusion of this brand in the maximum number of opportunities.
Specific focus to be given to teaming across other software brands that have complementary offering to complete the Asset Management value proposition
Balanced focus (Grow White Space and GB) - Ensure brand focus on all accounts including legacy, white space, and GB.
Represent the Brand - Represent brand value, brand products, and the aligned solutions to the market place, IBM sectors, channels, client teams, IGS, IoT Services, and to IBM professionals and leaders. Ensure these groups are aware of the brand/specialty solutions and the applicability of the solutions to their customer sets.
An Asset Management Tiger needs to be an experienced Lease Accounting professional and CPA is preferred.
Must assist in achieving specific budget objectives for software transactional revenue for the Asset Management product suite
Maintain expert knowledge of the IoT product and/or sales techniques associated with the Asset Management market.
Mentor and coach the sales teams to high performance results and evangelise the Asset Management offerings
Exhibit teamwork at the highest levels of IBM and customer management in developing and selling IoT solutions.
Anticipate direction of the Asset Management market and assess opportunities, impacts, and risks.
Represent complex / difficult issues and requirements to executives throughout IBM.
Industry specific expertise related to Lease Accounting and Corporate Real Estate
Seasoned player with good business judgement and who can hold the ground in challenging situations.
Good balance of Leadership, Technical, Business Development and Communication skills
5+ years in the commercial real estate industry
Intermediate knowledge of Asset Management portfolio and the value it delivers to clients
Strong knowledge of lease accounting regulations
Good Balance of Leadership, Business Development and Communications skills
Business Unit and C-Level relationship experience
Excellent coaching and personnel development skills
Internet Of Things