IBM Customer Analytics Client Solutions Professional (CSP) in San Francisco, California

Job Description

Customer Analytics CSP

The Customer Analytics Client Solutions Professional (CSP) is a technical pre-sales specialist who provides prospects, customers, IBM business partners and the IBM’s sales team with in-depth domain, product, solutions and/or technical product expertise in the IBM Customer Insight solutions suite. The CSP engages in pre-sales activity of the sales cycle including: discussions, discovery, assessments, demonstrations and Proof of Concepts. They understand the client's business requirements, technical requirements and competitive landscape. This role requires hands on demonstration, and use-case development. This role requires a consultative, solutions-focused approach that requires in-depth needs analysis, customized presentations and demonstrations, and delivery of written documentation and other material to support the sales team. When engaged for a specific opportunity or project, they are responsible for the technical accuracy of the proposed solution.

Primary Responsibilities and Key Skills:

  • Key focus on Commerce technologies with major focus in Customer Insights solutions including Tealeaf, Customer Experience Analytics (CXA), Digital Analytics, and Journey Analytics.

  • A key member of the sales team responsible & accountable for technical deal points.

  • Responsible for determining and delivering the appropriate information to address sales and account activities. These responsibilities are to be addressed with a focus towards achieving assigned revenue targets and customer satisfaction.


  • Performs in-depth analysis of customer’s business and technical requirements and develops clear definition of the appropriate solution including; operational benefits, value benefits, scenarios and value proposition.

  • Develops “Proof Of Value” material such as:

  • Configured and custom demonstrations to that support or ability to meet customer’s business and technical requirements


  • Value based presentations that tie our product/solution capability to solving critical business issues


  • Proof of Concepts


  • Business Value assessments

  • Develops and maintains product demonstration systems, and assists other areas of the company in development of product demo systems.

  • Leads and participates in solution architecture discussions.


  • Assists prospects with product evaluations

  • Answers product/solution technical and functional questions for potential customers and the Sterling Sales team.


  • Responds to RFP and RFI


  • Maintains an advanced understanding of the company’s products and solutions.


  • Maintain an advance understanding of competitors.


  • Collaborates with other Sales Engineers providing guidance and leadership to the team.


  • When necessary, understands and navigates IBM to identify and acquire critical resources needed to develop the best solution for the client.

  • Thoroughly understands and applies IBM strategies and offerings for the specific assigned brand.


  • Ensures client success through deployment strategies (ie. Engaging services to help a customer successfully deploy the technology)

  • Ensures client success through deployment strategies (ie. Engaging services to help a customer successfully deploy the technology)

  • Maintains an understanding of the client's industry and how the client's business fits within it.

  • Contributes to Opportunity Identification
Works to build reusable assets to help enable the field and extended team

Required Technical and Professional Expertise

  • At least 5 years experience in the following:

  • Customer Analytics Client Solutions Technical Pre-sales

  • Pre-sales activity of sales cycles including: discussions, discovery, assessments, demonstrations and Proof of Concepts.

  • Consulting & solutions with a focus on: Needs analysis, customized presentations and demonstrations, and delivery of written documentation and other materials supporting sales teams.

  • One or more of the following Commerce Technologies and Customer Insights Solutioning : Tealeaf, Customer Experience Analytics (CXA), Digital Analytics, and Journey Analytics.

  • Product Solutioning: Both technical and functional 


  • RFP's and RFI
's

Preferred Tech and Prof Experience

  • IBM Portfolio and Solutioning Products

  • 8 or more years of the required skills

  • Advance understanding of competitors

  • Understanding of Architecture solutioning

EO Statement

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.