Business Value Engineer

Introduction

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.

Your part is to lead from the front: leading teams in collaboration directly with customers to develop complex, custom business cases that justify the economic benefit of investment in IBM technology. i.e. facilitate workshops, interviews, present unsolicited business cases, etc. BVS experts will do this in two ways, Driving individual pursuits and Coaching sales teams (scale) business case accumen with approach, process, and tools (teach "the how").

Your Role And Responsibilities

As a Value Engineer, you bridge sales and technical roles to analyze a client's business and demonstrate tangible business cases.

Two Primary Objectives For This Role

• Co-create business cases with customers
• Scale through others - teach sales professionals how to have effective business outcome conversations with ecosystems.io as an underlying tool to drive the process.
  
  

This role involves driving change, proactively, and is a sales role.

You use data, financial modeling, and deep discovery to translate technical benefits into business outcomes. Your primary responsibilities will include:

• Analyze Client Business: Analyze a client's business to identify areas where products can deliver ROI through cost savings, revenue growth, or efficiency. This involves working closely with clients to understand their needs and building a financial case to prove the value of solutions.
• Develop Financial Models: Develop financial models to demonstrate the tangible value of products and solutions, using data and deep discovery to translate technical benefits into business outcomes.
• Demonstrate Measurable Value: Work pre-sales and post-sales to demonstrate measurable value to clients, securing deals by showing how products deliver ROI and drive business outcomes.
• Collaborate directly with Clients: Collaborate with clients to understand their needs and develop solutions that meet those needs, working closely with them to ensure successful implementation and delivery of solutions.
  
  

Conduct thorough analysis of client needs and industry trends to identify areas of potential value creation

• Develop and maintain a deep understanding of IBM software solutions and their applications in various industries
• Work closely with sales teams to educate them on value-based selling techniques and best practices. Collaborate with sales teams to integrate ROI analysis into proposal development
• Develop and maintain a library of ROI models and case studies to support value-based selling efforts. Conduct ROI analysis and modeling to demonstrate the business value of IBM software solutions
  
  

Preferred Education

Master's Degree

Required Technical And Professional Expertise

Experience in a combination of consulting, sales, finance, and/or business development, specifically in a specialized Value Management roles.

• Proven track record of developing and executing the co-creation of business cases directly with customers.
• Strong understanding of ROI analysis, business modelling and value-based discussions
• Excellent communication, presentation and interpersonal skills
• Experience working with large, complex go to market teams and enterprise clients, and scaling business value management services across large organizations.
• Ability to analyze complex business data and develop actionable insights
• Strong problem-solving and analytical skills
• Experience with nascent technologies that require selling to lines of business.
• Proven track record of using tools, such as ecosystems.io, to scale business value, specifically business case development.
  
  

Preferred Technical And Professional Experience

Certifications in value-based selling, such as the challenger sale

• Certifications in financial selling