IBM EMEA Global Sales School Sales Coach in Budapest, Hungary
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 skillsDigital selling skillsExperience in navigating resources in a large company to get things done and close opportunitiesGlobal 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 daysAs 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 challengeLearning Lab, where the teams come together to practice client conversations and explore the Challenge content in more depthTasks 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.
- 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)
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