Introduction
Technology sales at IBM is evolving its way of working to break beyond boundaries with innovative approaches. Preferring to 'show' vs. 'tell', Client Engineering co-creates with prospective customers, in real-time, on solutions to their hardest business challenges.
As a Business Technology Leader within a Client Engineering squad, you'll partner with Technical Leaders across IBM sales teams and specialists to drive these experiential client engagements. Being an experienced leader and innovative strategist, you'll be the engine of business development as you qualify and prioritize Client Engineering engagements and lead the team in the execution of the client experience.
In a world where technology moves at speed, it's essential that we stay ahead of the curve to provide tailored solutions that meet our clients' needs. It's not enough for us to have the technical expertise. We need to be great with people, too. To empathize. To understand. To collaborate on technical solutions that will improve lives all over the world.
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IBM's comprehensive onboarding training will set you up for success, whilst ongoing development will continue to advance your career through its upward trajectory. Our sales environment is fast-paced and supportive. Always connected to a wider team, you'll be surrounded by other leaders and colleagues who are always willing to help and be helped - as you steer the creation of pilots that obsess over user-centricity and business impact. All-the-while ensuring your teams are compelling clients to continually invest in IBM's products and services.
Your Role and Responsibilities
A Business Technology Leader in Client Engineering is a leader, networker, advisor, and inspirer. With advanced knowledge of your industry and deep appreciation of your clients' business challenges, you'll be a trusted advisor and catalyst for client engagements and bring together multi-skilled sales and technical specialists to deliver them.
Your primary responsibilities will include, but not be limited to:
- Business Case Development: Understand, capture, calculate, and communicate both the qualitative and quantitative business value of IBM's technology to different levels of leadership to give clients a compelling reason to act.
- Team Leadership: Lead and coach diverse and high-performing technical pre-sales teams, encompassing a range of digital and project delivery skills and experiences.
- Culture Development: Cultivate a culture focused on agility, pragmatism, and speed, emphasizing continuous learning and knowledge sharing to drive client success.
- Engagement Management: Take ownership of engagement close-out processes and ensure smooth hand-offs.
- Industry Knowledge Sharing: Stay at the forefront of essential business, industry, and technology knowledge and apply contemporary thought leadership to client solutions in areas such as hybrid cloud, data and AI, security, storage, and IT architecture.
To be successful in this role, you will need:
- Confidence to contact and engage potential new customers and deliver an elevated experience.
- Experience developing technical value propositions, business cases, and impactful client proposals.
- Motivation to achieve sales, business objectives and high client satisfaction.
- Strong analytic, problem solving, and troubleshooting skills combined with an agile process.
- Knowledge in strategic and financial analysis.
- Embrace curiosity and a growth mindset.
Required Technical and Professional Expertise
- Technical Education: MBA with a B.S. in STEM or equivalent technical experience.
- Consultative: Prior Business or Information Technology Consulting work experience (2-3 years).
- Tech Savvy: Conversant about AI technology, latest industry trends and how it is being applied to address business challenges.
- Team Player: Demonstrates team collaboration and can navigate different communication styles.
- Excellent Communication Skills: Possess verbal, written, and interpersonal skills that are engaging, compelling and influential.
- Self-Starter: Motivated to work with clients and can lead projects independently.
Preferred Technical and Professional Expertise
- Experience with agile product management of technology products.
- Experience guiding digital transformation in large, complex organizations.