The Worldwide Technology Lifecycle Services Enablement Specialist is responsible for building, teaching, running, and measuring sales programs and campaigns.

The Direct Sales Training & Enablement Specialist plays a pivotal role in driving the success of IBM's Hardware Maintenance Division (TLS) by supporting the Renewals Program Management function. In this role, the Specialist will provide IBM Digital Sales, Business Partner Sellers, and Business Partners with the resources they need to be successful. These resources will be a combination of campaigns, and sale programs focused on helping sellers prospect, identify opportunities, and provide quality leads to Business Partners. The Specialist will focus on content development/curation/management, sales support definition, feedback mechanisms, winning sales behaviors, and implementing tactical sales strategies to enhance the efficiency of the sales team.


Key Responsibilities:Sales Strategy – Direct SellersCollaborate with Renewals Program Management to map the skills to career paths of successful sellers and managers within the region.Develop competency models centered around winning behaviors and tactics to guide the training and development of sales team members.Contribute to developing a long-term roadmap aligned with the commercial strategy of the division.Training and Enablement – Direct SellersCollaborate with Brand Geography leaders to understand strategies, objectives, and requirements on sales tactics to execute onDevelop and maintain a defined content roadmap with regularly updated cadences based on insights from the commercial organization.Prioritize content assets based on data analysis and alignment with sales and marketing plays or types of opportunities.Integrate content assets with talent development plans, allowing sellers to engage with recommended content for their development needs.Empower sellers with information, techniques, and assets to optimize every buyer interaction, resulting in, building relationships/pipeline, progressing opportunities, and closing dealsProvide Sellers with relevant content, tools, methods, and access to experts and expertiseEnsure the most impactful content and assets are consumable by sellers - providing tagging standards, and usage of content management systemsListen, research, plan, and collaborate with peers to deliver virtual and live education sessions Conduct regular surveys within the commercial organization to identify support requirements for sales representatives.Establish a closed-loop process for collecting feedback on existing support mechanisms to continuously improve effectivenessAnalyze asset usage, feedback, and impact to redefine requirements and drive continuous improvementEnsure sales representatives have maximum selling time by optimizing support resourcesEstablish and measure Key Performance Indicators and make data-driven business decisions