Job description
The Vivisimo Global Sales Integration Leader will be accountable for successful Go To Market (GTM) execution and sales of Vivisimo-enabled business solutions and services. This individual will lead sales and channels integration efforts to meet or exceed sales milestones required to deliver on the Vivisimo acquisition business case. The overall responsibility includes leading the overall GTM strategy formulation, creating services offerings, liaising with software sales force, driving pre-sales and sales support to sell big data and information discovery engagements using Vivisimo technologies across all markets.
Experience with outlining business value proposition and selling business services and solutions using text search and analytics products and engagement patterns is a necessary pre-requisite. Working knowledge of search and information discovery technologies such as Vivisimo, Endecca, Autonomy or Tableau is preferred. The ideal candidate has experience as a Sales Leader as (s)he will be responsible for finding prospective clients, developing and nurturing client relationships, identifying, leading and shaping the solution, assisting in sizing the engagement, selling & closing the engagement. It is desirable to have overall domain knowledge in the areas of semantic web, big data discovery, search & text analytics and knowledge management to successfully position IBM's offerings in the context of different applications of the solution.
Key Responsibilities:
-Defining the sales integration strategy and operational plan with Integration Executive, IBM sales leaders (brand, sector, geography) and sales leaders of Vivisimo
-Leading sales efforts to meet or exceed sales milestones required to deliver on acquisition business case
-Leading the sales integration planning activities, such as GTM sales coverage, sales cadence, sales fast start programs, linkage with IBM brand (STG, SWG, GBS) and S&D sales
-Developing sales integration strategy for major markets and growth markets, provides guidance for related functional areas such as incentives, sales enablement, sales training and sales operations
·Collaborating with Channel, Marketing, Offering Development on acquisition sales requirements
-Collaborating with Incentives, HR on design of incentive plans, Fast Start incentives compensation, banding for acquired sellers and deployment
-Accountable to establish opportunity management strategy and transition plan to Siebel
-Establishing and conducting Global, IOT, GMU sales reviews, cadences and provides required sales reports for acquisition
-Focusing on removing inhibitors and helping the sales teams drive key opportunities
-Working with the global and IOT, GMU sales leaders to ensure key revenue levers are understood and exploited e.g. rapid development and deployment of sales plays
-Increasing the visibility of the acquisition to the wider GTS, GBS and IBM communities through participation in sales events and key influencer forums
-Helping to develop the cohesive acquisition story and shares this with Global, IOT, GMU Services executives, their teams and related business functions
It is also expected that newly hired resources into the Global Business Services U.S. practice live within a reasonable commuting distance (generally 50 miles) of the following cities: Atlanta, GA; Boston, MA; Charlotte, NC; Chicago, IL; Cincinnati, OH; Columbus, OH; Cleveland, OH; Dallas, TX; Denver, CO; Detroit, MI; Hartford, CT; Houston, TX; Kansas City, MO; Los Angeles, CA; Miami, FL; New York City, NY and surrounding area; Philadelphia, PA; San Francisco, CA and Washington, DC.
Required
- Bachelor's Degree
- At least 3 years experience in the understanding of Services Sales Operations
- At least 3 years experience in the understanding of how acquisition offerings align with business offerings
- At least 5 years experience in effective company/business unit communication
- Readiness to travel Up to 4 days a week (home on weekends-based on project requirements)
- English: Fluent
Preferred
- Master's Degree
- At least 8 years experience in the knowledge of the GBS organization, mission, and services sales model
- At least 5 years experience in IBM and Services sales management and track record of success
- At least 5 years experience in the understanding of Services Sales Operations
- At least 5 years experience in the understanding of how acquisition offerings align with business offerings
- At least 8 years experience in effective company/business unit communication
Additional information
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