IBM Field Enablement Research Lead (Industry) in Boston, Massachusetts

Job Description

IBM’s sale enablement team works closely with sales leaders, industry experts and its marketing team. This leadership position drives strategic research programs to modernize and effectively equip a large, global salesforce – with industry expertise, opportunity progression skills, and more importantly, help our sellers work closely with our clients to best understand their immediate and future needs

for their profession, unique to their industry. This is a hands-on execution position for a leader ready to integrate the IBM narrative and advocate for and curate the critical narratives for our clients. The position will work across a number of industries. The ideal candidate is an outstanding communicator, strong collaborator and partner, has a consultative mindset and approach to work, is highly organized, deeply creative and curious, has strong experience in Sales or with Sales, experience with consumer research or behavioral economics and excited to play the role of strategic disruptor. This role will be accountable for driving pipeline and won revenue against IBM’s strategic accounts in key industries and improving sales route performance. Position splits time in NYC, Armonk, or RTP, NC with occasional global travel opportunities.

Ours is a fast-paced, agile marketing organization with a strong appetite for innovation in education, enablement, coaching and facilitation. We are seeking professionals with the proven skills to research key gaps in a seller’s capabilities, and design the programs and materials that will improve sales effectiveness. The position requires a disciplined, dynamic and data-driven enablement approach that simplifies IBM’s industry portfolio, builds relevant understanding of products and solutions, and identifies and progresses opportunities while enhancing seller engagement with clients.

As a key member of IBM’s Industry Marketing team, the sales enablement leader works closely with different members of IBM’s content and digital marketing and HR learning disciplines. IBM operates in more than 170 countries and boasts a number of business units. This position acts across those divisions and creates a unified strategy. Collaboration with colleagues in different countries and business units will be critical to success.

IBM’s Sales Enablement leaders help their teams effectively enable sales representatives with the skills, knowledge, expertise, and access to assets to optimize every buyer interaction in order to build relationships and pipeline, progress opportunities, and close deals. They are required to demonstrate knowledge of buyer behaviors, go to-market process, enablement content, tools and methods, and performance measurement.

Major responsibilities include:

  • Coordinate with industry sales leaders to understand business goals, strategic initiatives, key revenue driving product and solution offerings, and enablement objectives

  • Own and update the industry enablement playbook

  • Partner with key Industry marketing teams to define industry-specific strategies

  • Oversee quality of industry enablement and infuse talent iterative, experimental strategies

  • Partner with the geographies to design and execute market-specific industry enablement activities

  • Design, develop and deliver new enablement assets as needed

  • Identifying content needed to support execution plans, creating and curating content assets, coordinating delivery of assets through appropriate delivery vehicles

  • Work with other segments of Marketing to enhance and modify content, messaging, etc. based on results

  • Drive cross-industry consistency and adherence to our enablement method

  • Maintain regular communication with geography teams to ensure awareness of enablement activities, level of execution, impact on business results, and requirements to optimize plans

  • Prepare and present results and insights pertaining to enablement plan performance during operational reviews

  • Partner with global S&D enablement teams to drive programs at scale

* This role is located in IBM’s CHQ in Armonk, NY, NYC, or RTP, NC office.*

Must have the ability to work in the US without current/future need for IBM sponsorship.

Do work that matters.

Discover your true potential.

Be yourself.

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MC18

Required Technical and Professional Expertise

  • 7+ years in sales, marketing or consulting

  • Hire, develop and retain a team with the necessary skills to drive our business forward

  • Strong strategic planning ability

  • Proven ability to lead long/short term sales activation strategies and tactical plans

  • Knowledge and experience in sales enablement tools and technologies

  • Experience in meeting and presenting to senior executives

  • Knowledge of routes to market and GTM strategies

  • Excellent verbal and written communication skills

  • Readiness to travel 15% annually

Preferred Tech and Prof Experience

  • Field seller / experience in client-facing situations

  • Consulting background a plus

  • Experience in thinking and working in a global role across multiple time zones

  • Design Thinking certification preferred

  • Understand Agile principles and ability to apply to work

  • Bachelor’s Degree

  • Master’s or MBA Preferred

  • Passion for applying neuroscience, behavioral economics or consumer psychology to the seller/buyer journey a plus

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.