Partner Engagement Solutions: Client Solutions Professional (CSP)

JOHANNESBURG, GAUTENG

The Client Solutions Professional (CSP) is a technical presales specialist who provides prospects, customers, IBM business partners and the IBM’s sales team with in-depth domain, product, solutions and/or technical product expertise covering IBM’s Customer Engagement Solutions portfolio.

The CSP engages in presales activity of the sales cycle including: discussions, discovery, assessments, demonstrations and Proof of Concepts. They understand the client's business requirements, technical requirements and competitive landscape as it pertains to the Customer Engagement Solutions market. This role requires a consultative, solutions-focused approach that requires in-depth needs analysis, customized presentations and demonstrations, and delivery of written documentation and other material to support the sales team. When engaged for a specific opportunity or project, they are responsible for the technical accuracy of the proposed solution.

Key Responsibilities
  • Performs in-depth analysis of customer’s business and technical requirements and develops clear definition of the appropriate solution including; operational benefits, value benefits, scenarios and value proposition.
  • Develops and maintains product demonstration systems, and assists other areas of the company in development of product demo systems.
  • Leads and participates in solution architecture discussions.
  • Is able to maintain an advanced understanding of the Customer Engagement Solutions portfolio including Customer Experience Management
  • Ensures client success through deployment strategies (i.e. Engaging services to help a customer successfully deploy the technology)
  • Contributes to Opportunity Identification

Desired Experience:
  • Proven commercial experience in a technical presales capacity with Sterling or IBM ITX products and/or competitive B2B / EDI / integration products and technologies as a presales technical professional or as a technical end user.
  • Proven success in software installation and implementation experience, presentation, and high level communications.
  • Preferred to have at least 3 years’ experience with at least one Heritage Sterling Commerce product or IBM ITX product and an understanding of capabilities of the complimentary products in the WebSphere software portfolio.
  • A strong technical aptitude along with the ability to communicate with and effectively present to business users including executives.
  • Have a thorough knowledge of application software, electronic commerce, sales techniques, and strategy development, with a proven record of successfully understanding client issues and pulling together strategies and a technical accelerator plan to sell SW and ensure the client is successful.
  • Excellent customer relations; verbal and written communications skills.
  • Ability to successfully work with sales reps and close business deals.
  • Ability to manage multiple accounts simultaneously.
  • Ability to learn IBM’s line of products and services.
  • Ability to analyse and resolve problems as well as negotiate and prioritize projects.

Required Technical and Professional Expertise
  • At least 5 year experience in one of the following industries: Retail, Financial Services, Insurance, Manufacturing, Distribution, and Logistics
  • At least 3 year experience in technical sales or implementation of EDI/B2B/MFT software, Sterling Commerce, and/or 3rd party competitive offering
  • At least 3 year experience in technical sales of Sterling Commerce EDI, ITX, or MFT products
  • Proven Presales Experience / Exposure and knowledge of the following (or similar) technologies: Sterling Integrator, Sterling File Gateway, Connect:Direct, ITX, SaaS.

Desired Experience:
  • Proven commercial experience in a technical presales capacity with Sterling or IBM ITX products and/or competitive B2B / EDI / integration products and technologies as a presales technical professional or as a technical end user.
  • Proven success in software installation and implementation experience, presentation, and high level communications.
  • Preferred to have at least 3 years’ experience with at least one Heritage Sterling Commerce product or IBM ITX product and an understanding of capabilities of the complimentary products in the WebSphere software portfolio.
  • A strong technical aptitude along with the ability to communicate with and effectively present to business users including executives.
  • Excellent customer relations; verbal and written communications skills.
  • Ability to manage multiple accounts simultaneously.
  • Ability to learn IBM’s line of products and services.
  • Ability to analyse and resolve problems as well as negotiate and prioritize projects


Group ID: IBM Commerce
Brands: IBM
Country: South Africa
Job Family: Not Applicable

Type: Full-Time

Experience: Mid-Senior Level

Category: Sales

Reference ID: 76450BR

Date Posted: 2017/02/28

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