EMEA Global Sales School Sales Coach

Job description

IBM sellers are increasingly interacting and engaging with clients digitally and socially. Therefore, we need Sales Advisors with digital and social selling experience to support/coach/mentor new IBM sellers through Global Sales School.
We aspire to build a sustainable and cost effective pool of Global Sales School Sales Advisors with relevant and critical skills that include:
Cognitive selling skills
Digital selling skills
Experience in navigating resources in a large company to get things done and close opportunities

Global Sales School (GSS) is an enterprise-wide learning experience for all new IBM sellers. New sales professionals and experienced hires from all geographies, business units and functions begin GSS during their first 30 days
As a Sales Advisor, you will participate in the Challenge element of GSS. Challenges give sellers the opportunity to learn about selling by solving authentic sales challenges.

The Challenges you participate in have two sections:

Preparation, where small teams work together virtually to strategize and prepare for meeting the sales challenge
Learning Lab, where the teams come together to practice client conversations and explore the Challenge content in more depth

Tasks to perform:
• Play the role of an IBM client and, sometimes, an IBM sales manager
• Assess / Rate the sellers' effectiveness during practice sales meetings
• Provide coaching and feedback individually and in group settings to both new and experienced (20+ years) sellers.
• Engage effectively in all settings...face to face in class, over the phone or using digital media.
• Facilitate working sessions with sellers demonstrating knowledge of IBM's client conversation framework, sales tools, financial selling skills, negotiating skills and all skills required to establish a distinct experience for IBM's clients.
• Coach and mentor (vs direct and tell) providing each seller an opportunity to practice, receive feedback, and improve their performance for their next Global Sales School event as well as when they meet with real clients.
• Ensure that sellers are prepared to engage clients in any format..eg face to face, over the phone, or digitally.
• Use strong coaching techniques by asking powerful questions, such as “How else could you have approached that?” “What impact would that have on your client?”
• Encourage and enable the seller's peers to contribute to each other's growth and learning.

Fluent German is a must.
Regional Travel up to 60% of time (home on weekends - depending on project requirements)
Auto req ID

75542BR
Required Education

Associate's Degree/College Diploma
Role ( Job Role )

Learning Facilitator
State / Province

BUDAPEST
Primary job category

Human Resources
Contract type

Regular
Employment Type

Full-Time
Is this role a commissionable/sales incentive based position?

No
Travel Required

Up to 75% or 4 days a week (home on weekends - based on project requirements)
IBM Business Group

CHQ/OTH
Preferred Education

Bachelor's Degree
City / Township / Village

BUDAPEST
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.
Required Technical and Professional Expertise

- 10+ years min experience in a customer facing role in sales or consulting
- Success selling to the C-Suite Line of Business
- Experience selling in the current IT environment of cognitive computing, cloud technologies, analytics, social, mobile, etc.
- Proven and demonstrated coaching and mentoring skills
- Demonstrated success using digital and social selling skills to find, engage and move business forward with clients. Achieved sales targets through proven ability to use digital technology to identify the right channels to reach out to prospects and clients.
- Proficient in personalizing digital interactions and leveraging social platforms
- Demonstrated capabilities utilizing financial selling and negotiating techniques.
- 1+ years of experience in formal Sales Facilitation/Training role. (Ideally 3+ years)
- Previous sales line manager experience
- Strong conceptual and analytical skills
- High level of Emotional Intelligence
- English (Fluent)

Country

Hungary, Slovakia
Preferred Technical and Professional Experience

- Working knowledge of IBM's go to market strategy, industry focus and strategic technologies is an advantage
- German (an advantage)
Secondary Job Category

Learning
Eligibility Requirements

N/a.
Position Type

Professional
New Collar Role

No