IBM Watson Health - Sr. Sales Engineer - Work remotely in Boston, Massachusetts
At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.
Your Role and Responsibilities
Location: You may reside anywhere in the US near an airport, however we do have a preference for someone on the West Coast. If you live in a state capital, that is appealing since we primarily sell to state and local government.
IBM Watson Health provides a deep portfolio of offerings which help government agencies improve health and human services value and have a meaningful impact on people’s lives through the power of cognitive insights. Sales Engineers (SEs) play a key role in helping potential clients to understand the value that our offerings can bring by gaining a deep understanding of the requirements of those clients and showing how the various solutions within the Government Health & Human Services (GHHS) portfolio can be used to meet those requirements.
The primary solution in focus for this job is Watson Care Management (WCM), a SaaS-based care management solution. We primarily sell to the US State & Local Government. You will assist the sales teams by bringing their deep subject matter and solution expertise to bear in delivering engaging presentations and demonstrations of our solutions. SEs will help shape and respond to formal proposals through the RFI and RFP process. They will also drive interest in the marketplace through business development activities including demonstrations, design thinking engagements and statement of work development.
Essential Job Duti e s
Build a high level of trust and confidence with Sellers, Partners and Customers in relation to their knowledge of the business issues at hand and how our proposed offerings can help solve them
Lead WCM sales engagements from a solution perspective
Articulate the value of our GHHS WCM offering to Sellers, Partners and Customers and effectively differentiates our offerings from the competition through presentations and demonstrations.
Knowledge of other complementary offerings within Watson Health
Knowledge of Government Health and Social Programs markets.
Knowledge of SaaS, Cloud and AI fundamentals
Sales Skills - able to construct and deliver sales messages specific to an opportunity.
Ability to quickly turn around demos that highlight customer requirements so that they can envision the use of the product in their environment
Ability to bring together technical and functional attributes of product offering and convey them in a meaningful way to the prospective customer to differentiate the GHHS offering.
Ability to articulate the benefits of integrated care in outcome focused programs
Able to complete requirements analysis, perform gap analysis against our offerings and support proposal development
Required Technical and Professional Expertise
At least 5 years’ experience as a subject matter expert in Health and Human Services (Government, Healthcare or Non-Profit service delivery)
Familiarity with large technology modernization projects
Must have experience delivering presentations to diverse stakeholders with a track record of winning buy in.
Preferred Technical and Professional Expertise
Familiarity with Care Management from a social or clinical background
Familiarity with healthcare delivery systems reforms and waiver programs
Experience in Healthcare delivery, non-profit service delivery and/or community information exchanges is also acceptable
A comprehensive understanding of the healthcare and/or public sector care management industries
Experience in business process analysis (Use Cases and/or process flows) and mapping (Gap Analysis) techniques or design thinking.
Possess technical proficiency for initial technical discussions with customers and partners, including security, data, cloud and AI.
Experience with the Software as a Service (SaaS) model and pricing strategies.
Deep understanding of the business issues our customers face and how our offerings addresses those issues.
Ability to collaborate with and influence others at all levels of the sales organization.
About Business Unit
IBM Watson Health is pioneering a new partnership between humanity and technology with the goal of transforming global health and revolutionizing many aspects of the medical and pharmaceutical industries, as well as government sectors. We aspire to improve lives and give hope by delivering innovation to address the world’s most pressing health challenges through data and artificial intelligence insights.
Your Life @ IBM
What matters to you when you’re looking for your next career challenge?
Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.
Impact. Inclusion. Infinite Experiences. Do your best work ever.
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