Sales Enablement, IBM Consulting

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 50 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.

Required Technical and Professional Expertise

• Bachelor’s degree or equivalent experience
• Experience in sales enablement, revenue-facing roles, sales training, or sales support, and a demonstrated knowledge of best practices, methodologies, and technologies in each of these areas
• Measurable experience with having a positive impact on business outcomes, such as generating client interest, win rate, quota attainment, length of sales cycle, etc.
• Experience executing change management initiatives with established approaches
• Involvement and participation in sales enablement groups or communities
• Understanding of best practices for social media platforms like LinkedIn

Preferred Technical and Professional Expertise

• Business to business enterprise technology or IT Consulting industry experience

Your Role and Responsibilities

This role is responsible for developing and executing a strategy to maximize IBM consultants’ awareness and use of market and client-facing materials produced by IBM Consulting Marketing and Communications. That includes identifying channels to communicate IBM Consulting’s point of view and value proposition to our consultants, helping them better serve our clients and convert marketing activity to new relationships and revenue. It also includes enabling the social eminence of IBM consultants, which is critical given the success of our brand is highly dependent on our people’s expertise and thought leadership being visible to the marketplace. That includes creating scalable and repeatable content and training to help consultants use platforms like LinkedIn for thought leadership and client engagement. It also includes enabling consultants globally with compelling news, thought leadership and marketing materials they can share with their own networks.

A successful professional would be:

• Data-driven. Deploy and evaluate results of initiatives knowledge based on quantitative and qualitative data from various sources.
• Technologically-savvy with content management systems (CMS), Salesforce CRM including Sales Cloud, Marketo and Slack.
• Organized. Manage and oversee sales enablement projects and execution including anticipating roadblocks, juggling priorities, and meeting deadlines.
• Audience focused. Deep knowledge of the buyer’s journey and how you deliver content to client-facing teams across the journey.
• Exceptional communicator. Since sales enablement plays such a connective role between product marketing and sales, acute skills as a listener, speaker, writer, and presenter are essential for cross-functional collaboration, trust-building, and behavior change.
• Agile innovator. Understand trends, theories, and tools, but also be open to modifying approaches and experimenting with new and undiscovered methods that have an impact on results.
• This is a Hybrid role, attendance to the office will be required only 3 times peer week.  

In this role you will:

• Curate and find creative channels to distribute sales enablement content, such as playbooks, case studies, and customer success stories, to support the consulting sales team’s efforts.
• Collaborate with cross-functional teams, including marketing, product, and customer success, to ensure that sales enablement initiatives align with overall company goals and messaging.
• Develop and maintain a sales enablement portal in collaboration with the business and marketing teams, including sales collateral and training materials.
• Monitor and analyze sales performance metrics to identify areas of improvement for the sales team and make recommendations to business and marketing leadership about new content or training needs.
• Develop and execute a comprehensive social eminence strategy that aligns with IBM Consulting’s objectives and supports the overall marketing & communications strategy.
• Identify select priority IBM consultants who have subject matter expertise, unique perspectives or thought leadership and train them on best practices for social media engagement, content creation and personal brand building.
• Collaborate with cross-functional teams to ensure consistency and alignment with brand messaging and values.
• Stay up to date with industry trends and social media best practices to ensure the company’s program remains relevant and effective.

Key Job Details

• Role: Sales Enablement, IBM Consulting
• Location: Bucharest, RO
• Category: Enterprise Operations
• Employment Type: Full-Time
• Travel Required: Up to 20% or 1 day a week
• Contract Type: Regular
• Company: IBM Romania Srl
• Req ID: 695259BR

• Medical subscription
• Trainings
• Courses
• Certifications
• Bookster subscription
• Remote work allowance / Utilities reimbursement
• Extra days off
• Flexible work schedule
• Laptop