As a Cloud Application Innovation (CAI) Sales Consultant you have a job role with different characteristics that brings together competencies of Sales, Consulting and Solutioning. It is a cross functional role supporting the IBM Partners and Client Sales Executives (CSE) with sales strategy and creating deliverables for the proposal and interface with Solutioning and SMEs to create a winnable value proposition.
You are a trusted advisor for customers in all questions around CAI delivery. Furthermore, you are a consultant who also gets in touch with pre-sales activities in the sales cycle of big complex deals. Both characteristics of a CAI Sales Consultant cause you to be a catalyst for sales growth while creating a foundation for your own career path.
In summary, the scope of a CAI Sales Consultant focuses on CAI initiatives, pre-sales and short-term delivery while getting measured on sales and utilization. A CAI Sales Consultant supports the big deal team targets and improves delivery profitability:
Identify and develop profitable deals by creating value propositions
Increase win rate
Improved Delivery Profitability
Be part of the solutioning team in large deals, giving you the insight of the complete IBM value chain from costing, solutioning and pricing, over proposal work and customer negotiations up to the actual deal closing and handover to delivery.
What is unique about the CAI Sales Consultant career path?
Grow in the competencies of Sales, Consulting and Solutioning
Cross-functional role focusing on both: advisory and pre-sales
Participating in the largest deals in DACH
Be part of a team of high potentials with large visibility
Creates a foundation for your own career path (e.g. Client Sales Executive, Partner)
The ideal candidate:
Strong knowledge about the CAI Growth Platform, including understanding of AI, Cloud technologies and IoT platforms, capabilities and knowledge of upcoming trends to work with our clients in order to develop the roadmap, run of PoCs and create ROI
Experience in IT Strategy assessment and design including planning and leading complex transformation programs
Experience in capturing and analysing clients’ IT organization including definition of clients’ future cloud and sourcing strategy
Strong understanding of enterprise management aspects such as Business Model of IT and IT Operating Model
Industry specific knowledge in order to quickly identify/suggest/leverage candidate areas for automation and generate value for IBM
The candidate must possess excellent analytical, organizational, problem solving, collaboration and communication skills:
Excellent communication, presentation preparation, presentation and interpersonal skills,
Ability to work independently and in a team environment,
Superior organizational, problem solving, and time management abilities,
Thorough and analytical, with capability to apply logic to solve problems,
Passionate about providing solutions to challenging problems.
Excellent skills in MS Power Point and other consulting related tool set like Slack, Trello and Mural
Required Technical and Professional Expertise
Preferred Tech and Prof Experience
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.