Introduction
A Technology Sales Engineer (m/f/x) role within IBM's Automation brand means a career where you're a technical expert helping clients create a world with less repetitive work and more innovative decisions. Less unplanned downtime and more proactive insight. And less waiting on systems... So that their employees can invest more time on the work they love. Join us and be a trusted technical expert to solutions that make people more productive and improves business performance, so that they can change the world at a scale not previously possible.
As a Sales Engineer aligned to the Automation brand, you'll be working with and across your clients, IBM's broader sales teams, and Business Partners. You'll understand clients' business and technical requirements within the current competitive landscape and, combining this with your knowledge of IBM's software product suite, you'll present value-driving solutions that compel clients to invest in us.
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Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you'll be surrounded by bright minds and keen co-creators - always willing to help and be helped - as you apply passion to work that will compel our clients to invest in IBM's products and services.
Your Role and Responsibilities
As a Sales Engineer (m/f/x) you'll work closely with clients to develop relationships, understand their needs, earn their trust and show them how IBM's industry leading solutions will solve their problems whilst delivering value to their business. Your primary responsibilities will include:
- Client Management and Strategy: Manage a dedicated client set and define, confirm and communicate the value of IBM's Automation technology at both the technical and business level.
- Solution Definition and Proof of Concept Delivery: Learn and employ Automation software solution-selling techniques to identify and engage decision makers and influencers, qualify business opportunities, and respond to clients' needs. Provide proof of concepts and simplifying technical concepts of business automation to ensure client comprehension.
- Credibility Building and Trust: Establish credibility and trust with clients, which is essential for closing complex technology deals.
- Sales Process Management: Manage the entire sales process and ensure delivery against KPIs, with a strong emphasis on new business sales, while expanding existing accounts.
Required Technical and Professional Expertise
- Technical Education: Completed technical degree (Bachelor of Science or Master of Science) such as Computer Science, Engineering, Information Systems, or a related field.
- Automation Market Knowledge: Knowledge in the fields of IT-Automation (e.g. AIOps, Cloud Cost Management, Observability, Cloud and IT-operations technologies) and Application Modernization & Integration (DevOps, Kafka-based technologies, API-driven architectures, Containerization) to quickly become a trusted client advisor. Training on IBM's Automation offerings will be provided.
- Interpersonal and Communication Skills: Utilizing strong interpersonal and communication skills to influence diverse stakeholders within enterprises.
- Business fluent German and English skills (C- level).
Preferred Technical and Professional Expertise
- Business Goal Translation: Translating business objectives into technical solutions and offering guidance on technology strategies.
- Software Sales Experience: some years of experience in software sales with a proven track record of contributing to the resolution of client's issues.