Brand Partner Specialist-Territory, Data & AI - WatsonX

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

• As a Watsonx SME your primary responsibilities includes leading and supporting Brand Partner Specialists who are prospecting qualifying selling and closing new business to existing and new clients in your territory.
• The Watsonx SME brings leadership and selling competencies and sales acumen to the job and uses all the organization to help solve client problems with appropriate AI solutions. IMB’s market leading solutions in customer care conversational AI generative AI provide multiple entry points and solution sales opportunities in each account in your territory.

• Execute Sales Plays for Watsonx including IBM’s Generative AI Platform AI Assistants Watson APIs and Embeddable AI.
• Deliver and track Watsonx briefings.
• Own and Progress Account and Client Relationships Sales and Software License and SaaS Subscription Revenue.
• Annual Target Revenue and Signings – Meet or exceed quarterly and annual revenue and signings targets with an emphasis on value-based selling
• Sales Strategies – lead the way to align IBM Watsonx with the client’s strategic objectives – together with sellers in territory develop account plans to ensure revenue and signings target delivery and sustainable growth relationships in new and existing clients
• Trusted Advisor – Establish strong management and CXX relationships based on knowledge of client requirements and commitment to value.
• Client Activities – together with sellers in territory 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.
• Territory and Account Leadership – develop a pipeline of viable opportunities that exceeds quota and keep abreast of every prospect in your territory
• Business Planning – develop cooperative closing strategy and tactics with sales management.
• Build share and coach sellers on best practice sales and negotiation skills sell value and up sell and cross sell to client base.
• Maintain internal CRM system with accurate client and pipeline information

Required Technical and Professional Expertise

• Proven ability to deliver IBM’s perspective on Generative AI and position IBM’s Watsonx platform as industry leading transformative technology and turn those conversations into sales opportunities.
• Proven ability to articulate and deliver compelling industry-aligned narratives aimed at solving business challenges across the entire c suite
• In-depth business development 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
• Strong background in Data AI and Cloud 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 and clients.

Preferred Technical and Professional Expertise

• Strong understanding of IBM’s competitive differentiators in addition to our competition’s place in the market
• Experience selling customer care client experience financial planning budgeting and/or forecasting solution.