22 days old

Digital Business Automation Brand Specialist / Consultative Sales

Milton Keynes, England MK9 3
  • Job Code

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. To lead in this new era of technology and solve some of the world's most challenging problems.

Your Role and Responsibilities
IBMs Digital Business Automation unit is focused on responding to the significant market opportunity and client interest related to business process automation. Over the last few years we have been investing in bringing together market leading technologies that are required to provide a deeper foundation for business automationdata capture, content management, process modeling, business process management / workflow, decisions / rules, task automation, content archival and presentment, and content lifecycle governanceand integrating and evolving them to include elements of artificial intelligence and machine learning to deliver even greater client value and competitive differentiation.

Digital Business Automation brand specialists are consultants to IBM clients, delivering business process and industry centric business solutions. As a client-facing, sales professional, you will be guided by IBM's purpose to be essential to its clients and help clients grow their businesses by solving strategic and tactical business problems with IBMs proven solutions. We are seeking individuals interested in making an impact in positioning IBM's Digital Business Automation portfolio. This consultative sales role serves to promote the capabilities within assigned target client accounts to incubate, solidify, and expand the Digital Business Automation related software opportunity and revenue at the accounts. These accounts often have large established IBM software relationships, and this role would collaborate with other IBM sellers and consultants at the accounts to define and execute actions that would strengthen and expand the software relationship for the Digital Business Automation software business within the larger IBM software relationship.

Success will be dependent on your ability to add substantive value to the IBM and client efforts at the accounts relative to this domain, using a consultative sales approach. You will help clients define, develop, and deploy their next-generation business process automation and transformation strategies, while positioning the Digital Business Automation software portfolio to enable. Youll be responsible for building strategic relationships with executives and key decision makers in our clients to promote our portfolio of Digital Business Automation offerings. Key activities will include client stakeholder engagement, presentations / demonstrations, workshops, project planning / consultation, opportunity identification and progression.

The IBM Automation Platform for Digital Business is an integrated platform of five core capabilities that help our clients drive virtually all types of automation projects at speed and scale by:
Capturing & extracting data from content
Designing & managing end to end workflows
Automating decisions with business rules
Using Bots to automate human tasks
Sharing & managing enterprise content
These capabilities allow our clients to leverage business automation to their advantage, by automating, augmenting or enhancing critical processes and business decisions to enable increased business efficiency and effectiveness.

Primary job responsibilities
Works with the wider IBM sales team to define and execute a Digital Business Automation focused retention and expansion strategy within a defined set of target accounts.
Understands the client's organization and culture.
Develops and executes a relationship plan to address both IT and Line-of-Business organizations, leveraging other subject matter experts, executives, and thought-leaders as needed to provide value to the client.
Builds relationships with senior client executives, earning a reputation as one of the client's trusted business advisors.
Demonstrates a high level of business and technical acumen and applies a thorough understanding of the client's business, organization, strategy and financial position.
Is skilled in consultative selling, with a deep understanding of the client's needs and IBM capabilities.
Understands and navigates IBM to identify, acquire and coordinate a team of critical resources needed to address client needs; leads the cross-functional team to develop the best solution for the client.
Demonstrates the highest proficiency and deep understanding in the application of IBM's strategies and offerings for the assigned brand and promotes specific brand solutions to address the client's business needs.
Conducts and facilitates presentations, workshops, demos, planning sessions, other as applicable for the situation.
Identifies and prioritizes solution opportunities and provides solutions by aligning IBM's brand strategies with the client's most important business needs, and their industry and business strategy
Facilitates key opportunity progression from opportunity identification, through negotiation and closure of contracts.
Regularly reports on relationship and opportunity progression at the assigned accountsengagement strategy / focus, accomplishments, near term actions, outlook.

Key Qualifications
Demonstrated level of business acumen as it applies to the business process automation domain and client's business.
Extensive networking and interpersonal skills in complex environments.
Skilled in provocative consultative selling, with an understanding of the client's needs and IBM capabilities.
Commercially minded and capable of supporting end-to-end sales engagements with the ability to think, plan and act strategically. Strong sales and sales facilitation orientation to effectively engage IBM and client stakeholders, define and execute required actions, and facilitate deal progression.
Ability to develop trusted client relationships.
Excellent communications skills.
Excellent C-suite interactions.
Industry experience in key markets preferred (ie, financial services, healthcare, etc) to complement domain specific focus.
Self-starter with eagerness to seek and build new skills.
Demonstrated business / territory development success.


Required Technical and Professional Expertise
  • Previous experience in domain relevant consulting service delivery / sales
  • English: Fluent

Preferred Technical and Professional Expertise
  • Industry depth in key industries: Financial Services, Healthcare

About Business Unit
Digitization is accelerating the ongoing evolution of business, and clouds - public, private, and hybrid - enable companies to extend their existing infrastructure and integrate across systems. IBM Cloud provides the security, control, and visibility that our clients have come to expect. We are working to provide the right tools and environment to combine all of our clients data, no matter where it resides, to respond to changing market dynamics.

Your Life @ IBM
What matters to you when youre looking for your next career challenge?

Maybe you want to get involved in work that really changes the world. What about somewhere with incredible and diverse career and development opportunities where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

Impact. Inclusion. Infinite Experiences. Do your best work ever.

About IBM
IBMs greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.

Location Statement
For additional information about location requirements, please discuss with the recruiter following submission of your application.

Being You @ IBM
IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.



  • Computers Software and Hardware
Posted: 2019-09-29 Expires: 2019-10-29

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Digital Business Automation Brand Specialist / Consultative Sales

Milton Keynes, England MK9 3

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