Storage Sales Enablement Professional

1. Sales Assets: Help sellers recognize opportunity increase pipeline and close deals faster by providing them with relevant content tools methods and access to experts and expertise in the right format at the right time. This is accomplished through identifying curating and delivering relevant and quality content (e.g. offering/solution features and roadmaps relevant industry/market context compelling value propositions and competitive positioning). Enable work with content creators to adhere to standards keep content current and identify areas for content improvement.

2. Seller Experiences: Support sellers’ efforts to build and nurture relationships and win business by improving the seller’s 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 (e.g. digital tools programs online learning coaching stand and deliver and applied experiences). Continuously explore and deploy new enablement methods to increase seller effectiveness.

3. Enablement Management: Drive a calendar of foundational (i.e. always “on”) opportunistic (i.e. possibilities to capitalize on specific market conditions) and reactive (i.e. quick responses to an incident or event) seller campaigns that align to marketing efforts and create an effective “ground game” for sellers. Leverage skills data and content usage insights to improve seller effectiveness.

Responsibilities include:
– Identifies seller requirements for assets and sales plays for all supported seller segments for all stages of the buyer journey and sales cycle
– Collaborates with Marketing Offering Management Product Marketing etc. to obtain required content or information for content
– Co-creates content assets and sales plays tailored to buyer and seller needs through each stage of the buying journey
– Designs and executes process of rationalizing mapping tagging and maintaining all sales content and/or sales plays
– Delivers assets and/or sales plays in a way that is governed consistent and measurable using the right technology