Lead from the front: leading teams in collaboration directly with customers to develop complex custom business cases that justify the economic benefit of investment in IBM technology. i.e. facilitate workshops interviews present unsolicited business cases etc. BVS experts will do this in two ways Driving individual pursuits and Coaching sales teams (scale) business case accumen with approach process and tools (teach "the how").
Collaborate with cross-functional teams to develop compelling value propositions that address business outcomes and ROI for clients.
Additionally:
· Deliver a strategy and strategic approach that scales across the Americas geography to empower all sellers with value-selling methodologies and techniques
· Conduct thorough analysis of client needs and industry trends to identify areas of potential value creation
· Develop and maintain a deep understanding of IBM software solutions and their applications in various industries
· Work closely with sales teams to educate them on value-based selling techniques and best practices. Collaborate with sales teams to integrate ROI analysis into proposal development
· Develop and maintain a library of ROI models and case studies to support value-based selling efforts. Conduct ROI analysis and modeling to demonstrate the business value of IBM software solutions
· Engage with stakeholders including sales teams product management and marketing to ensure alignment and effective communication of value-based selling strategies
Experience in a combination of consulting sales finance and/or business development specifically in a specialized Value Management roles.
· Proven track record of developing and executing the co-creation of business cases directly with customers.
· Strong understanding of ROI analysis business modelling and value-based discussions
· Excellent communication presentation and interpersonal skills
· Experience working with large complex go to market teams and enterprise clients and scaling business value management services across large organizations.
· Ability to analyze complex business data and develop actionable insights
· Strong problem-solving and analytical skills
· Experience with nascent technologies that require selling to lines of business.
Certification in value-based selling such as the Value Selling Framework
· Certification in ROI analysis
· Certification in data analysis and visualization