Data and AI Sales Enablement Leader

Introduction
Sales Enablement professionals empower IBM sellers and partners with information techniques and assets to optimize every buyer interaction in order to build relationships pipeline progress opportunities and close deals. The Sales Enablement professional drives outcomes in three specific areas:

Sales Assets: Help sellers recognize opportunities increase pipeline and close deals faster by providing them with relevant content tools methods and access to experts and expertise in a usable format. This is accomplished through identifying curating and delivering relevant quality content (for example offering/solution features and roadmaps relevant industry/market context compelling value propositions and competitive positioning). As you create content and work with other content creators you will strive to adhere to standards maintain content currency and identify areas for content improvement.

Learning Experiences: Support sellers’ efforts to build and nurture relationships and win business by improving sellers’ ability to deeply understand client needs envision how IBM can help address those needs and confidently convey IBM’s strategic initiatives specific offerings expertise value and differentiation. Enable this through timely knowledge skills transfer and effective activation methods (for example digital tools programs online learning coaching applied experiences). Continuously explore and deploy new enablement methods to increase seller effectiveness.

Show Me vs. Tell Me: Help to drive a “show me” culture by providing our sellers with hands-on assets that support the business value narratives for the Data and AI brand. This will largely be done with demo assets that fit within the learning plans. In this role you will either create or work with creators to ensure the demos align to the focus on the value narrative used in the sales assets.

Your Role and Responsibilities

• Support the IBM Global Enablement mission and the IBM Data and AI brand business strategies and apply that understanding to build enablement programs.
• Research plan develop and deliver online learning roadmaps for IBM Data and AI Sellers and Business Partners.
• Create quality high impact learning assets in collaboration with Data and AI Product Management Product Marketing Development and other teams to obtain required content or information for content.
• Create demos and/or related assets such as scripts and video guides to facilitate applied hands-on learning experiences and re-usable sales assets to help sellers “show don’t tell.”
• Collaborate with and contribute to the team goals.
• Be an independent self-starter with the ability to think creatively and collaborate effectively and overcome obstacles to meet deliverables with minimum oversight and direction.
• Maintain current understanding of the latest technology and enablement best practices and continually update and improve learning materials.
• Design and execute process of rationalizing mapping tagging and maintaining all sales content and deliver assets in a way that is governed consistent and measurable using the right technology.
• Analyze asset usage feedback and impact to redefine requirements and drive continuous improvement.
• Assess ambiguous requests and situations understand who the decision maker/influencers are formulate relevant action and take needed steps to execute in a timely manner.

Required Technical and Professional Expertise

Preferred Technical and Professional Expertise