The Cloud & Cognitive Solution Technical Sales Professional – Financial Services is the primary technical advisor to the sales team and a cloud & cognitive solution evangelist to prospective customers. This role will be the subject matter resource for the Financial Services vertical within the assigned territory. You will masterfully help prospects determine whether our solutions can address their business issues, as they need a cloud & cognitive expert to help develop & convey capabilities for complex industry needs.This role is responsible, as part of the sales team, for customer discovery and opportunity identification, understanding customer pain points, and ensuring that IBM's solution set resolves the pain and business objectives. Based on the discovery an C&C Solutions Tech Sales Professional will lead the technical sales pursuit outlining a vision and roadmap for customer success using IBM cloud & cognitive capabilities. Additional responsibilities include:
Team player as part of an IBM solution sales as well as working with Account Executive's as the lead technical resource on an opportunity and will officially be a member of our customer success team; a dynamic, collaborative group of problem-solvers and will work with colleagues throughout the company who can provide perspectives and expertise that can help you propose a compelling Solution to our prospective customers taking a Challenger Sales approach.
Great communicator / presenter with the ability to talk technically when needed but also be able to communicate to the C-Level suite and be able to translate feature functionality or technology into key business benefit, i.e., 'so what' factor all in the context of Digital Transformation
Self-starters to continually develop a greater level of knowledge, a particular product or product suite as well as, industry, competitive, presentation / demonstration techniques.
Strong communications skill to work closely to communicate market changes to IBM Product Marketing and Product Managers as well as contribute to the accuracy of the overall Solution designs and will be instrumental in ensuring proper processes are met for solution review and approval.
Strong sales discipline, leadership, and pipeline management skills.
Able to combine the drive and verve of a salesperson with an engineer’s passion for solving complex problems.
Love our capabilities, platforms, and products, persuade the skeptics, and revel in closing the deal
Speed the sales process and set up customers for success by proactively uncovering and addressing any technical roadblocks
Build and nurture enduring customer relationships with the ability to present to executives
Ability to Whiteboard and showcase the value and benefits of the solution
Must be able to showcase the 'so what' factor (why is what we are showing important to the prospective customer)
Conduct in depth Discovery / Business Assessments
Conduct competitive analysis
Meet regular sales targets
Review sales proposals for accuracy
Value based selling/ROI Analysis
Capable of working in remote home office
Proven Track Record
Expertise and comfort working to uncover business challenges and create customer vision
Responsible for development and delivery of solution demonstrations
Responsible for representing the solution to customers/prospects at field events such as conferences, seminars, Aspect User Groups etc.
Responsible for designing and documenting the architecture/solution proposed
Ability to defend the solution as needed
Transitioning the project to implementation teams along with field sales force
Able to convey customer requirements to Product Management/Solution Architects
Able to travel throughout the sales territory
This position will be located in the New York Metro tri-state area.
2+ years integrating solutions comprised of Xaas, software, and services
2+ Years direct, face to face customer selling experience.
Competitor experience directly or indirectly from a customer perspective
Cloud SW Sales