IBM WW Banking & Fin. Mkts Cognitive & Analytics Sr Sales Advisor in Berlin, Germany

The Global Banking & Financial Markets SWAT Team Consultant is an industry sales and solutioning position targeting the LOB/CXO decision maker at IBM’s Banking and Financial Markets (BFM) Integrated & Enterprise Accounts. This role is designed to accelerate IBM BFM’s sales and deployment of IBM Analytics and Cognitive industry solutions. A key focus for this role includes articulating the business model transformation value of IBM BFM Analytics and Cognitive solutions and related business outcomes e.g. “How” IBM’s Client Insight, Call Center Transformation, Payments, Regulatory and Cost Reduction solutions for example, help accelerate clients’ results (ROE, Regulatory, Time to Value, Improved Revenue, Cost/Income ratio, etc.). Successful candidates will demonstrate past results including: Deep BFM industry skills through either direct experience working for BFM firms and / or consulting firms specializing in this space, client-facing Big Data, Analytics and Cognitive solution selling, client engagement and consulting based skills, large scale data transformation programs, Business Enablement skills through proven business value creation experience, change and communications planning / execution and finally becoming trusted advisors to our clients. Responsibilities

  • Work with Analytics and Cognitive leaders in selected geographies to achieve/exceed quarterly and annual signings and/or revenue quotas on a consistent basis

  • Identify and effectively qualify sales leads and help to maintain a signings pipeline for new and / or add on deals

  • Develop and execute on sales/business plans to achieve quarterly sales/business objectives and providing accurate and timely reports/forecasts.

  • You will be responsible for specific assigned BFM Market Accounts (working in conjunction with Analytics and Cognitive leaders by geography) including implementing sales/marketing tactics and programs in order to meet or exceed assigned BFM targets and business outcomes

  • Identify and qualify prospective clients and penetrate targeted prospects in your assigned BFM Accounts

  • You will work to support solutioning of deals in your assigned geography but will not be responsible for delivery of deals

Key Attributes:

  • A proven track record winning Big Deals, Solution Sales, Target Attainment and appropriate Sales methodologies and disciplines

  • Deep banking / financial markets industry knowledge with good knowledge of big data and analytics

  • Works well with an extended / matrixed team, who is as passionate about leading in an environment with lots of change

  • Interested in making a difference for our BFM clients and growing IBM BFM market share.

  • Willing to travel 2-4 days per week as required (up to 75%), home on weekends

  • At least 5 years' experience winning big deals

  • At least 5 years' experience/knowledge in the banking or financial markets industry

  • At least 2 year's experience/knowledge in analytics and / or cognitive solutions

  • Willingness to travel up to 75%

  • Fluent: german and english

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