Client Solution Professionals support the sales of IBM products, solutions and/or services to meet/exceed client expectations and key business measurements. This position supports the Distribution Market for North America as part of IBM's Watson Customer Engagement, Watson Commerce business unit.
The ideal candidate will be an experienced software pre-sales consultant, been in a client-facing role and comfortable interacting with senior (up to C-level) customer IT and business leaders. They will be well organized with good problem solving abilities. A positive 'can-do' attitude, and a track record of successful leadership in software technical sales is essential. They will be familiar with cloud and SaaS solutions from IBM and/or competitors and able to describe how IBM solutions fit into the existing client technical architecture. Relevant experience in Distribution industries (Retail, Wholesale, Travel & Transportation) as a business user, presales consultant, or solution practitioner with a history of leading clients toward new and innovative solutions. This role requires flexibility to travel throughout the US.
Assess customer strategic needs and discover key business requirements in order to propose winning Watson Customer Engagement solutions; articulating advantages and compelling business value
Conduct business focused discovery sessions; presentations, demonstrations, and proof of concepts
Deliver tailored solutions and process transformation recommendations to meet current and future business requirements
Understand, communicate and utilize Watson Customer Engagement best practice methodologies and industry standards internally and externally
Exhibit credible customer fluency across key customer verticals. Be a trusted advisor.
Build and maintain client relationships to support sales now and in the future – up sell.
Act as Watson Customer Engagement SME representing IBM at internal and external events including developing solution use cases and delivering presentations at internal and external events.
Collaborate with brand sales in developing winning account strategies, assess account needs and critical business issues to ensure client value and satisfaction
Research, understand and leverage the IBM Watson Customer Engagement competitive landscape
Support customer critical situations following the sale, ensuring customer satisfaction
Demonstrated leadership skills - effective listener and communicator
Maintains a solid understanding of the industry space with key competitive issues facing clients today
Ability to work and learn independently and as part of a team with minimal direction
Results-oriented team performer with the motivation and skill to drive the pre-sales process
Strategic Thinking—Solves problems and anticipates potential customer pain points, expectations, and needs; brainstorms with extended ‘Team IBM’ to develop solutions to solve complex business challenges
Actively participates in the sales strategy and positioning
Knowledge share; in terms of prospect requirements, competitive insights, and product feedback
Required Technical and Professional Expertise
At least 3 years’ experience integrating solutions comprised of Xaas, software, and services
At least 2 years’ experience in Customer Facing Engagements
At least 1 year competitor experience directly or indirectly from a customer perspective
Preferred Tech and Prof Experience
At least 2 years’ experience in Technical Solution Selling using IBM solutions
Deep domain knowledge of IBM WebSphere Commerce in the Retail and Distribution sector
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.