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Business Partner Sales Specialist - Retail & CPG - North East
Company: IBM
Location: Littleton, MA
Employment Type: Full Time
Date Posted: 11/08/2021
Expire Date: 03/06/2022
Job Categories: Architectural Services, Construction, Mining and Trades, Information Technology, Retail/Wholesale, Sales, Transportation, Counseling, Research & Development
Job Description
Business Partner Sales Specialist - Retail & CPG - North East
Introduction
At IBM, work is more than a job – it’s a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you’ve never thought possible. Are you ready to lead in this new era of technology and solve some of the world’s most challenging problems? If so, lets talk.

Your Role and Responsibilities
Our clients are game changers. We’re looking for sellers who can keep up.
At IBM, our clients have the future in mind. Our job is to help them get there. As part of IBM’s Data, AI and Automation sales team, you will work with clients and partners as they transform organizations and entire industries, which means you have a hand in changing how the world works. We’re driven by more than just selling solutions. We want our partners and clients to succeed. IBMers can access our entire organization to develop original ideas that help clients create the world they imagine. We use breakthrough analytic solutions and Cloud platforms to help businesses extract critical insights and transform how they serve their clients.

Business Unit Introduction:
IBM Data, AI and Automation helps enterprises transform by embedding information-based insights into every process, decision and action, while automating processes. IBM delivers Automation, AI and analytics capabilities that scale and address a wide range of business use cases and industry challenges.


Who you are:
Business Partner Sales Specialist (BSPS)
Your responsibilities include driving brand sales in your client territory through Partners. BSPS will identify opportunities to be progressed with partners and co-selling with those partners to increase productivity.


What you’ll do:



  1. Responsible for driving brand revenue through ecosystem partners that sell into the North East territory.

  2. Key driver of demand generation in territory you are aligned to in the North East

  3. Supports solution co- creation with Partners and provides use case expertise for portfolio of Data, AI and Automation offerings

  4. Works closely with Technology Partner Architect on named partners to influence partner’s tech agenda and inclusion of brand specific technology in partner solution within assigned territory

  5. Advocates for partners with brand leadership and looks for new opportunities to scale with the ecosystem within your brand and client list

  6. Trusted advisor – Establishes strong management and CXX relationships based on knowledge of client requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.

  7. Client Activities – Actively understand each client’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Negotiate access to key decision makers and facilitate meetings with IBM executives.

  8. Territory and Account Leadership – Develop a pipeline of viable opportunities that exceeds quota, and keep abreast of every prospect in your territory.

  9. Business Planning – Develop cooperative closing strategy and tactics with sales management.

  10. Build and share best practice sales, negotiation, and partner skills, sell value, and up sell and cross sell to client base.

  11. Maintain CRM system with accurate client and pipeline information.


How we’ll help you grow:
You’ll have access to all the technical and sales training courses you need to become the expert you want to be. You’ll learn directly from expert developers in the field; our team leads love to mentor. You have the opportunity to work in many different areas to figure out what really excites you.



Required Technical and Professional Expertise



  • 4+ years of experience articulating and delivering compelling, industry-focused solutions and value in one or more of the following strategic industries: Retail, Consumer Packaged Goods (CPG), Travel, or Transportation

  • 3+ years of in-depth knowledge of market in order to connect market trends to the IBM Data, AI and Automation portfolio to position compelling transformation solutions to clients

  • 3+ years of in-depth business development, partner sales and/or consultant experience

  • Strong collaboration and negotiation skills with ability to lead the collaborative process with both the client leadership and IBM’s sales leadership

  • Excellent interpersonal and communication (oral and written) skills at all levels of an organization

  • 2+ years experience positioning Cloud and Data and AI solutions

  • Driven and self-motivated with an entrepreneurial spirit and a commitment to excellence in everything they do

  • Ability to build and maintain positive business relationships with peers, partners and clients

  • Location: North East USA; Boston, New York or New Jersey



Preferred Technical and Professional Expertise



  • None


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