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Introduction

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").

Rôle et responsabilités

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

Formation requise
Baccalauréat
Formation souhaitée
Maîtrise
Expertise professionnelle et technique requise

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.

Expertise professionnelle et technique souhaitée

Certification in value-based selling, such as the Value Selling Framework
· Certification in ROI analysis
· Certification in data analysis and visualization

L'unité commerciale

Alimentée par les technologies cognitives, plus de 150 offres SaaS, et des aperçus en temps réel, l'équipe des marchés mondiaux offre une expertise intégrée afin d'aider nos clients à prendre de meilleures décisions et à innover tout en collaborant avec leurs clients, partenaires et fournisseurs. Rejoignez-nous afin de continuer à stimuler l'innovation avec le portefeuille le plus complet pour les entreprises de tous les secteurs d'activité.

VOTRE VIE CHEZ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

 

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

 

Are you ready to be an IBMer?

À propos d'IBM

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

 

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 500 companies relying on the IBM Cloud to run their business. 

 

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

Autres détails pertinents sur le poste

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

  • Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
  • Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
  • Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
  • Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
  • Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year. 

This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.

We consider qualified applicants with criminal histories, consistent with applicable law.

This position was posted on the date cited in the key job details section and is anticipated to remain posted for 15 days from this date or less if not needed to fill the role.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.