Introduction
Our vision for Pre-Sales Engineering is to build ""The words best experiential technology sales team"".
Pre-Sales Engineering Mission: We are the trusted technical partner for our clients. We show value by delivering a co-creation experience in order to progress opportunities to client purchase.
The PTS delivers this mission and vison through by developing partner technical capacity for both Ecosystem Partners and for the Select Client Segment. As a Partner Technical Specialist, your mission is to influence and develop the Ecosystem technical capacity to positively generate repeatable scale that ultimately is reflected in an increase in IBM's revenue. Your technical expertise (measured by skill and delivered via POX) is what differentiates you, and IBM, in the ecosystem space. Through this expertise, you expand our ecosystem partner and clients business horizons for your speciality (Data & AI)
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Your Role and Responsibilities
As a Brand Partner Specialist - Territory, your mission is to navigate IBM Ecosystem programs to bring the right brand technical, co-marketing, and go-to-market enablement assets which drive prospecting, opportunity identification, or solution co-creation with your assigned Partners. By aligning territory planning, demand generation, lead passing, and sales execution between IBM Digital Sales and Partners you grow revenue in your assigned Brand portfolio by increasing Partner SELL Motion activities for your Select territory. You will create thought leadership in the area of Data & AI and its components, Industry solutions and the use cases for which IBM & IBM Business Partners provides solutions.
Responsibilities
- Develop Partner territory plans to identify strategic growth areas, revenue objectives, enablement goals, key Partners.
- Engage IBM local country/market sales teams, Digital Sales teams, marketing, and technical teams to accelerate Partner success.
- Engage directly with Partners and their Clients in support of high value engagements and opportunities.
- Augment Partner and Client engagements with IBM's breadth of capabilities, connecting Partner with the extended Ecosystem sales team as needed.
- Maintain strong relationships with IBM Partner Technical Specialists to align sales efforts with offering capability roadmaps.
- Grow sales margin by expanding Partner expertise in selling on value vs price, and use knowledge of Technology Decision Points and Brand offering roadmaps to enable Partners to develop follow-on sales strategy.
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Required Technical and Professional Expertise
- Minimum 4-7 years of experience in selling Analytics & Advance Analytics solutions like Datalake, Data Warehouse, Business Analytics, Planning Budgeting, AI & Datafabric.
- Ability to co-sell with Partners in front of Clients.
- Influence Client's & Partner's Technology Decision.
- Ability to create a territory plan for, communicate with, and advise Business Partners
- Knowledge of Tools & Processes which accelerate the sales cycle, including knowledge of technology pricing/subscription models.
Preferred Technical and Professional Expertise
- Technical skills in IBM's Data & AI portfolio to support partner's Sell opportunities
- Experience of successfully engaging with Ecosystem Partners and clients to identify, progress and win IBM Technology sales opportunities.
- Demonstrate how IBM Technology addresses Client, Market, and Industry trends are relevant to the partner, looking for ways to increase cross-sell opportunities for the partner.