The mission of the Analytics Value Consultant is to partner with sales teams to accelerate and grow opportunities by identifying the client specific business value of the proposed IBM Analytics solution. The Analytics Value Consultant is a senior level consultative sales lead who works closely with the sales teams applying value based selling techniques and strategies to progress opportunities. This is a very hands-on, cross-discipline role where you should be comfortable engaging with senior client business and IT executives along with their teams to identify and articulate the IBM Analytics solutions enabled value. The Analytics Value Consultant is a strategic role which combines competencies of strategy consulting and value engineering along with Analytics technical expertise. This is an opportunity to join a growing value-selling team that looks to drive value-oriented thinking across the sales organization.
Skills / Experience Profile:
Deep Business domain knowledge of an industry/sector/functional area and the use of Analytics within that domain
Expertise in the Analytics marketplace; its products key value propositions and familiarity with the competitive marketplace
Work closely with prospective customers and account teams to identify and analyze key business issues and understand how our solutions will help solve those problems
Be able to lead discussions and discovery around customer business processes and requirements
Experienced identifying key business requirements, creating customized business use case scenarios and financial business case justification
Ability to structure and manage an engagement process with prospective customers
Comfort in engaging with senior executives and strong executive presentation skills
Experience with high-touch, enterprise sales cycles and ability to work with sales teams; strong selling skills.
Understanding of software deal dynamics and ability to think strategically about driving software opportunities forward.
Experience in customer-facing roles such as in sales, pres-sales or consulting.
Demonstrated analytical ability, such as in prior strategy consulting or financial roles.
Good relationship-building skills; ability to grow and nurture relationships with internal sales executives and managers.
At least 4 years experience in customer-facing roles such as in sales, pre-sales or consulting.
Experience working to structure and manage an engagement process with prospective customers, engaging with senior executives and strong executive presentation skills.
Experience with high-touch, enterprise sales cycles.
Demonstrated experience with strategy consulting or financial roles.
Analytic SW Sales