The WW Competitive Sales Team is looking for a team member to respond to, and be proactively engaged in BPM competitive selling situations. This is a WW position and will require some travel to all IOT's.

Business Process Management (including WODM) is one of the fastest growing opportunities within the WebSphere portfolio. It continues to be an important part of IBM's competitive software advantage and is attracting competitive threats from many vendors and niche players.

This is a WW Sales role designed to provide competitive insights, support and strategic direction in response to customer requests, through the WebSphere field sales and technical sales organizations. The role requires some technical understanding of BPM technology but more importantly the ability to articulate the technical differentiators into business value.

There are three main responsibilities:
1. To respond to field requests for competitive sales opportunities. The role will involve F2F and remote interaction with customers at any stage of the sales cycle, and occasionally during POC's and other POV efforts.
2. To provide proactive guidance on the SG competitors and their strategies directions and selling approaches. This may include the development and execution of sales plays and other proactive sales activities.
3. To enable our WS Sellers be more capable of identifying and progressing sales involving IBM BPM and WODM. Our team does this through IMT led sales schools, Top Gun, Learning for Growth modules etc.

The successful candidate will be seen as the competitive "subject matter expert" and will need to balance the above responsibilities with ongoing skill development and competitive knowledge. Recent experience with any of the following competitors is an asset. Oracle, SAP, Pegasystems, TIBCO, Open Source, and Software AG.
Required
* Bachelor's Degree
* At least 2 years experience in WebSphere with any of our key competitors
* Readiness to travel 25% travel annually
* English: Fluent

Preferred
* Master's Degree
* At least 3 years experience in WebSphere with any of our key competitors



NOTE: This role can be located in any large metropolitan US City.
 

Department: Sales

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