30 days old

Digital Sales Commercial Watson Customer Engagement Leader

New York, NY
  • Job Code
Job Description
Job Description:
The Global Commercial WCE Business Unit Leader, Digital Sales, is responsible for providing DBG, Global Markets and Business Alignment at a global level to develop the GTM strategies to accelerate revenue performance and growth. Thus role will work closely with Commercial leaders and IBM WCE Business Units in each Geography. S/He will work with each on defining the most efficient and effective way to use Commercial 4iab model with Digital, Global Markets, Ecosystem and Marketing in order to:
  • Attain market leadership in delivering innovative business solutions to buyers served through digital
  • Increase IBM market share in Commercial segment
  • Acquire new clients in under-served markets
  • Become the lead agent to drive accelerated and sustainable revenue growth for IBM through digital sales route
As Commercial Business Unit Leader, You will be responsible for:
  • Defining the IBM WCE Strategy for Commercial (one to three years out)
  • Leading execution in line with the global model defined to maximize growth and drive market penetration
  • Leading interlock with WCE Business Unit, aligning the GTM model for Commercial
  • Engages Business Unit Marketing on offerings and solution bundles specifically targeting Commercial client segments (Retain / Expand / Whitespace)
  • Engages One Channel team in support of specific Business Unit offerings in support of Digital Sales
  • Manages execution of projects simultaneously and analyzes findings and presents recommendations to senior management
  • Identifies and quantifies risks and opportunities to drive accelerated growth in Commercial
  • Continually communicates status of transformation and business performance in Commercial and drive actions plans as needed
  • Performs other duties as assigned by upper management.
Key Performance Indicators
  • Total Digital Sales Business Unit Commercial Revenue growth by Geography (Specific to owned missions)
  • Achievement of sales targets for Retain, Expand and Whitepace
  • Achievement of Seller Productivity targets

Required Technical and Professional Expertise

  • 10+ years of experience in Sales, Business Development, Strategy or Business Operations roles
  • Working experience in existing IBM WCE Business Unit (Minimum two)
  • Experience in customer facing roles or activities: sales, solution delivery or implementation, support
  • Working with / through different channels; including, Business Partners, Distributors, ISVs, MSP/CSP's, etc.
  • International working experience

Preferred Tech and Prof Experience

  • Resourceful, creative thinker with strong analytical skills
  • Proven leadership experience
  • Negotiation, project management and organizational skills
  • Able to clearly communicate and provide quality leadership to their direct report team, as well as Digital Sales teams
  • Fluent in technology, business process and customer management
  • In-depth knowledge of the technology industry landscape and its current events
  • The ability to handle pressure and meet deadlines
  • Skill in prioritizing and triaging obligations
  • Attention to detail
  • Excellent time management and organization

EO Statement
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.


Posted: 2019-01-16 Expires: 2019-02-15

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Digital Sales Commercial Watson Customer Engagement Leader

New York, NY

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