The Direct Sales Training & Enablement Specialist plays a pivotal role in driving the success of IBM’s Hardware Maintenance Division (TLS) by supporting the Renewals Program Management function. In this role, the Specialist will provide IBM Digital Sales, Business Partner Sellers, and Business Partners with the resources they need to be successful. These resources will be a combination of campaigns, and sale programs focused on helping sellers prospect, identify opportunities, and provide quality leads to Business Partners. The Specialist will focus on content development/curation/management, sales support definition, feedback mechanisms, winning sales behaviors, and implementing tactical sales strategies to enhance the efficiency of the sales team.

Key Responsibilities:

• Sales Strategy – Direct Sellers
  • Collaborate with Renewals Program Management to map the skills to career paths of successful sellers and managers within the region.
  • Develop competency models centered around winning behaviors and tactics to guide the training and development of sales team members.
  • Contribute to developing a long-term roadmap aligned with the commercial strategy of the division.
• Training and Enablement – Direct Sellers
  • Collaborate with Brand Geography leaders to understand strategies, objectives, and requirements on sales tactics to execute on
  • Develop and maintain a defined content roadmap with regularly updated cadences based on insights from the commercial organization.
  • Prioritize content assets based on data analysis and alignment with sales and marketing plays or types of opportunities.
  • Integrate content assets with talent development plans, allowing sellers to engage with recommended content for their development needs.
  • Empower sellers with information, techniques, and assets to optimize every buyer interaction, resulting in, building relationships/pipeline, progressing opportunities, and closing deals
  • Provide Sellers with relevant content, tools, methods, and access to experts and expertise
  • Ensure the most impactful content and assets are consumable by sellers – providing tagging standards, and usage of content management systems
  • Listen, research, plan, and collaborate with peers to deliver virtual and live education sessions
  • Conduct regular surveys within the commercial organization to identify support requirements for sales representatives.
  • Establish a closed-loop process for collecting feedback on existing support mechanisms to continuously improve effectiveness
  • Analyze asset usage, feedback, and impact to redefine requirements and drive continuous improvement
  • Ensure sales representatives have maximum selling time by optimizing support resources
  • Establish and measure Key Performance Indicators and make data-driven business decisions

Required Technical and Professional Expertise
Skills

• • Independent and proactive self-starter with the ability to think creatively and collaborate effectively
  • Excellent communication and interpersonal skills with the ability to collaborate effectively across teams.
  • Polished presentation skills
  • Strong time management skills. Proven ability to prioritize and manage multiple projects simultaneously in a fast-paced environment.
  • Motivated self-starter
  • Proficient in MS Office
  • Strong understanding of sales processes and methodologies.
  • Proficiency in data analysis and interpretation to drive insights and decision-making.
  • Experience with digital content management platforms and tools is desirable.

Characteristics

• • Ability to drive new projects with minimal guidance
  • Ability to build a network and work across a matrixed team; business partners team, sales, technical sales, and enablement
  • Provide data-driven decisions
  • Excellent communication skills
  • Thrive in start-up environments
  • Strong teamwork skills with the ability to work on a virtual team
  • Passion for learning new technology
  • Familiarity with Sales stages including outbound sales motions and prospecting
  • Ability to identify and address client pain points and business challenges

Useful Technical and Professional Experiences

• • Understanding of outbound sales processes
    • Opportunity identification
    • Prospecting
    • Lead progression
  • Sales Enablement Experience
  • Executive communications
  • Business Partner Experience
  • Salesforce ISC/Conga
  • Seismic
  • SalesLoft
  • ZoomInfo
  • Qualtrics
  • Microsoft Office

Preferred Technical and Professional Expertise