This role is responsible for selling the HR/Talent Management products and services utilizing consultative solution selling approaches. The HR/Talent Domain Expert seller is responsible for the sale of the IBM Talent Management Software portfolio including Watson Talent, Talent Assessments, Talent Frameworks, Talent Insight and Employee Survey. They have the responsibility for prospecting new business in HR/Talent Management sales channels, servicing existing customers and developing positive client relationships. They understand and can differentiate IBM's HR/Talent Management products and services from the competition. They have “Level 200” technical skills and can independently deliver client workshops. They will participate in HR/Talent marketing campaigns and programs and are responsible for identifying and developing new business leads. They will collect and analyze data on marketing trends and IBM's products in HR/Talent Management space and participating in assessing performance of sales initiatives.
Required Technical and Professional Expertise
1.Solution point of view and industry acumen - Deep knowledge in industry or technical domain (i.e. requested to speak at 3rd party or industry conferences).
2.Able to execute the sales process from prospecting to close, though consultative selling methods . This includes aligning with and influencing LOB Buyers and Influencers by continuing to enhance existing relationships with decision makers and building new relationships. (In tech proven ability to generate OI // Sales consistent track record of delivering on revenue and signings targets).
3 . Able to differentiate IBM HR/Talent Management solutions vs. the competition through expertise in the domain (ie deliver first hand client references).
4. Executive presence - Demonstrated ability to call on and build relationships C level executives.
5.Challenger / Hunter - New Logo Focus - track record of winning business in new accounts and with new clients.
Preferred Tech and Prof Experience
1. Capable of delivering a personalized day in the life demo to line of business leaders. This means you can successfully personalize the generic demo for the client using their vernacular, process names, job roles, etc... and tell your story from their POV so they can see how the IBM capabilities transform the way they do business.
IBM 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, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.