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 a seasoned 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.
Excellent 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 MVPs and proofs of concept (PoC) that obsess over user-centricity and business impact. All-the-while ensuring your teams are compelling clients to continually invest in IBM's people, products, and services.
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Your Role and Responsibilities
The Business Technology Leader (BTL) is a 'Business Outcome Champion' in our Client Engineering agile team, working with Account Teams and IBM Technology to show how our technology will deliver client business value, by:
• Partnering with Account Technical Leaders (ATLs), Customer Support Managers (CSMs), Brand Sellers, and IBM Services;
• Engaging in experiential selling with business focused client co-creation on IBM technologies delivering quantitative (measurable) business value outcomes; and
• Collaborating with the Account Teams on business opportunity identification and qualification for Client Engineering using Business Acumen and Technology Acumen.
Required Technical and Professional Expertise
• Assist Squad Leaders in pipeline management and reporting
• Opportunity Identification aligned to client strategy for technology adoption
• Own engagement close-out process and engagement hand-off to other IBM teams and customers
• Work as the primary driver for business value to our clients and internal IBM stakeholders
• Create business value assets (business value assessments, just enough business cases, ROI calculators)
• Deliver business value outcomes to customer within our engagements
• Work with client business stakeholders to understand what business level outcomes the pilot process needs to deliver, and guide projects and squads to deliver that business outcome.
• Knowledge to propose appropriate IBM product extensions and linkages with other products and services to solve client business challenges
Ability to translate client needs and desired outcomes to actionable strategies and roadmaps.
• Excellent listening, analytical and communication skills.
• Spanish and English fluent
Preferred Technical and Professional Expertise
• System Thinking / Business Component Modeling needed to understand client business domain and solve problems toward outcomes
• Agile Practitioner & Design Thinking Practitioner
• Sales pipeline management and reporting
• Strong technical knowledge base of value of Strategic IBM Technology Themes (Hybrid Cloud, AI, Quantum, Sustainability, Analyze/Modernize/Secure/Automate)