IBM Watson Financial Crimes Global Technical Sales Leader in TORONTO, Ontario

Job Description

The Watson Financial Crimes Global Technical Sales Leader will be responsible for supporting technical presales activity to support IBM Watson FSS solutions for AML, KYC, Payment Fraud and Insurance Fraud.

Technical Sellers are technical consultants to clients, IBM sales teams and/or IBM Business Partners. They understand the client's business requirements, technical requirements and/or competitive landscape. They provide technical sales support which may include: collaborating with IBM sales teams to define, design, and detail the technical aspects and feasibility of proposed solutions; delivering Proof of Concept; developing and delivering technical education; supporting critical situations; designing solutions; and answering technical questions. When engaged for a specific opportunity or project, they are responsible for the technical accuracy of the proposed solution.

In this role, you will act as a player/coach, helping drive the global technical sales team and personally engaging to perform the related activities. This will include analyzing customer situations and requirements to develop high quality Financial Crimes specific solutions, which are tailored to the client’s business and technical needs in a way that is valued by the customer and superior to the competition. It will also include conducting product demonstrations and assisting with proof of concepts to demonstrate the capabilities and value of IBM Watson FSS Financial Crimes solutions. It is essential that you are able to apply in-depth understanding of best practices, key concepts, products, offerings and services within the Financial Crimes specialty and utilize knowledge and experience about technology, industry and business.

Responsibilities:

  • Providing technical sales leadership to the global team of technical presales resources supporting Watson FSS Financial Crimes

  • Supporting sales teams to assure meeting quarterly and annual sales revenue quotas

  • Engaging with key accounts to promote IBM Financial Crimes software usage and development of new opportunities

  • Consulting customers on their Financial Crimes strategies and initiatives

  • Discovering customer requirements

  • Presenting and demonstrating technical solutions and handling objections

  • Proposing competitive differentiators

  • Responding to RFPs/RFIs

  • Delivering Proof of Concepts with installation of software and building of sample application solutions

  • Managing post-sales relationships

  • Working with IT Architects, sellers, business partners, and units of IBM as needed to create an effective solution for the client

  • Collaborating with business partners to develop their skills and solutions

Required Technical and Professional Expertise

  • At least 5-7 years experience in Technical Sales Consultancy

  • At least 2-4 years experience in Financial Crimes (Fraud/AML/KYC) competitive solutions

  • 3-5 years experience working the Financial Services Sector

  • Ability to articulate and compare alternative solution approaches

  • Ability to demonstrate creative problem solving and independently generate solutions using analytical skills and business knowledge

  • Programming knowledge and experience. Java is an advantage

  • Working knowledge of SQL

  • Experience using SPSS, SAS, Python, or R

  • Good understanding of how Case Management solutions work

Preferred Tech and Prof Experience

n/a

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.