AI Value Specialist

Introduction

We are seeking a highly experienced and skilled Technical Sales Specialist to join the watsonx Americas team. As a Band 9 Technical Sales Specialist, you will be responsible for working closely with clients to understand their technical needs and develop tailored solutions using IBM's products and technologies. Your primary goal will be to increase the number of Proof of Concepts (PoCs) and Minimum Viable Products (MVPs) extended to clients, while creating repeatable technical assets that improve IBM's win rate and time to providing client value.

Your Role and Responsibilities

1. Collaborate with cross-functional teams to develop compelling value propositions that address business outcomes and ROI for clients.
2. Deliver a strategy and strategic approach that scales across the Americas geography to empower all sellers with value-selling methodologies and techniques.
3. Conduct thorough analysis of client needs and industry trends to identify areas of potential value creation.
4. Develop and maintain a deep understanding of watsonx solutions and their applications in various industries.
5. Work closely with sales teams to educate them on value-based selling techniques and best practices.
6. Collaborate with sales teams to integrate ROI analysis into proposal development.
7. Develop and maintain a library of ROI models and case studies to support value-based selling efforts.
8. Conduct ROI analysis and modeling to demonstrate the business value of watsonx solutions.
9. Engage with stakeholders, including sales teams, product management, and marketing, to ensure alignment and effective communication of value-based selling strategies.

Required Technical and Professional Expertise

1. 8+ years of experience in sales, marketing, or business development, with a focus on value-based selling.
2. Proven track record of developing and executing successful value-based selling strategies.
3. Strong understanding of ROI analysis, business modelling and value-based discussions.
4. Excellent communication, presentation and interpersonal skills.
5. Experience working with large, complex go to market teams and enterprise clients.
6. Ability to analyze complex business data and develop actionable insights.
7. Strong problem-solving and analytical skills.

Preferred Technical and Professional Expertise

1. Certification in value-based selling, such as the Value Selling Framework.
2. Certification in ROI analysis.
3. Certification in data analysis and visualization.
4. Experience with watsonx or other IBM technologies.

Location Statement

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.

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.

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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.