Manager, Digital Sales Enablement IBM TRIRIGA Pre-Sales Solution Management - New York
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Digital Sales Enablement Pre-Sales Solutions Manager This Pre-Sales Solutions Manager exhibits a deep technical understanding of IBM TRIRIGA that they are responsible for within the buyer journey and subsequently the sales cycle. This individual must be comfortable presenting to high-level decision makers and collaborating with sales team, delivery teams, and account management teams. This role can be broken into five key areas: 1. Product Demonstrations: Work with IBM TRIRIGA infrastructure and ensure that all out-of-the-box demonstration environments are available, performing adequately, and configured in preparation to the clients needs. Improve the speed of response by establishing and maintaining an out-of-the-box demo dataset as well as demo scripts. Innovate by establishing advanced demonstration sets that can be more tailored and unique to client challenges and business requirements. Collaborate with the sales team to recommend configurations, identify required customizations, and/or uncover unique opportunities in support of each sales pursuit. 2. Product Innovation and Continued Expertise: Develop his/her own learning path to ensure that all functional areas of IBM TRIRIGA are understood at expert-level. There should be a cyclical nature to this path: Learn, Repeat, Teach, and Innovate. Contribute to continuous IBM TRIRIGA innovation efforts led by the JLL technical delivery team by understanding the broader JLL technology ecosystem, market trends, competition, and industry demands. Act as a liaison between the Sales Enablement Team and the product delivery leader for continual product improvement, ideas sharing, and general collaboration. 3. Product Pre-Sales Consulting: Assist the sales team to provide expert technical direction or consulting to the client as a pre-sales exercise. Develop a standardized consulting approach to assist the sales team with budgetary estimates and pricing exercises, create and maintain business areas that map/align to the traditional functional areas of the solution or product. 4. Estimated Costs for Qualification: Understand typical requirements, parameters and conditions to generate costs estimates for the purpose of qualification. Develop and use tools to collect relevant information to generate accurate costs estimates. 5. Product Bid Response Efforts: Participate in RFP response efforts as needed. This could include collaborating on technical responses, example deliverables, system graphics training guides, and pricing exercises. This could also be connecting to the correct resource internally to help, as well. Make recommendations to the bid management team on improvements to proposal language and technical deliverables. Attend sales pursuit debriefs to provide feedback on the sales cycle, team approach, win themes, and client engagement. Key Responsibilities Product demonstrations Product presentations Collaboration with sales pursuit teams Development of cost estimates Collaboration with product delivery teams Collaboration with bid management teams Establishing standardized product demo environments, demo data sets, and demo scripts to increase our speed of response Develop a personalized learning program and cadence to continually deepen subject matter expertise while also educating partners internally Develop standardized pre-sales consulting approach for product pricing and functional area mapping to create a consistency, efficiency, and accurately in our client recommendations Technical Requirements MS Office Suite IBM TRIRIGA Salesforce CRM LI JLL Privacy Notice Jones Lang LaSalle (JLL), together with its subsidiaries and affiliates, is a leading global provider of real estate and investment management services. We take our responsibility to protect the personal information provided to us seriously. 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