Job ID S_D-0387618
Job type Full-time Regular
Work country Australia
Posted 03-May-2011
Work city Sydney
Job area Sales
Travel 25% travel annually
Job category Sales
Business unit Software Sales
Job role Client Technical Specialist
Job role skillset General
Commissionable/Sales-Incentive jobs only Yes
Job description
IBM Software Group (SWG) is almost a company in its own right, the second largest software business in the world. It has around 37,000 employees, the world’s largest direct software sales force of 10,000, 30 software labs, 24 on demand software centres and 14,000 employees dedicated to open software technologies. IBM Software Group offers the on demand operating infrastructure environment with a wide range of middleware for all types of computing platforms, allowing customers to take full advantage of the on demand era. SWG supports the hundreds of thousands of customers worldwide who rely on IBM mainframes, mid-range processors, personal computers and global networks to conduct e-commerce, collaboration and content hosting.
Principal duties and responsibilities
The Solutions Consultant will work closely with sales team members to:
• Develop and deliver custom demonstrations of Unica’s suite, tailored to prospects in the financial services, telecommunications, travel and leisure, hi-tech, and retail industries.
• Understand prospect business requirements and establish our solution as the suited to meet those needs. Map prospect business requirements to Unica’s offerings, to be used in solution demonstrations.
• Work with the sales team to achieve revenue targets.
• Provide information on underlying product technical architecture and perform initial discovery discussions with prospects and business partners.
• Coordinate, manage, and execute on-site Proof of Concepts with sales prospects.
• Work internally with the consulting group and sales to write and complete our proposal responses and provide input to the initial implementation approach and duration estimates.
• Participate actively in sales strategy and positioning.
• Share knowledge in terms of prospect requirements, competitive insights, and product feedback.
• Travel to clients’ sites, 50%, or more, of the time.
The right candidate will also be responsible for presales technical activities, including: technical presentations, product demos, technical solution/needs analysis, Proof of Concept installations and management, and writing proposal responses.
This position is reasonably technical, but involves significant selling skills to address business issues. The Solutions Consultant will work daily with the sales team to focus on selling software geared towards solving business problems. This position will also communicate with product development, product management, product marketing, support and professional services.
Skills, Experience and Qualifications Required
• Excellent presentation skills.
• Ability to articulate complex client needs and corresponding functionality in writing.
• Ability to understand business requirements, map them to the solution and deliver relevant and compelling demonstrations.
• Database marketing, online marketing, web analytics experience and/or domain knowledge is a definite asset.
• Ability to understand and discuss technical infrastructure.
• Willingness to be a team player with a good attitude.
• Several years of presales experience required with enterprise-wide solutions.
• Successful track record in presales or professional services (with presales component) in a software environment.
• A good command of the English language is a must.
Mandatory experience:
Applicants must have a minimum of 3-4 yrs experience in pre-sales, plus Database marketing, online marketing, web analytics experience and/or domain knowledge.
Required
Bachelor's Degree
At least 5 years experience in • Min 5 years demonstrated expertise in the web analytics space
English: Fluent
Preferred
Information Technology
At least 6 years experience in • Min 5 years demonstrated expertise in the web analytics space
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.
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