Introduction
A Lead Technical Account Manager in IBM means being a leader. A conductor who sets the tone for collaboration and innovation across your own team of Account Technical Leads (ATLs), and specialists across IBM's technology sales specialisms.
Providing strategic leadership and day to day direction, you'll help ATLs broaden and develop their skills through training, coaching, and certification in IBMs products, and relevant industry trends to support the latest sales plays. Coordinating across technical sales teams, you'll set territory strategy and facilitate its successful delivery, with and through others.
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. 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
With roots in a highly technical background, you'll weave your deep understanding of contemporary cloud, data, and AI methodologies /best practices into all strategic recommendations, which help compel customers to invest in IBM's offerings.
With excellent communication, you'll articulate complex technology strategies to internal and client teams across the technology sales lifecycle. Throughout pipeline growth, technical sales execution, and post-closure adoption you'll engage, educate, and inspire, as you leverage your team of ATLs to build trusted-advisor relationships with their clients, which translate into revenue.
Your primary responsibilities will include:
- Cultivating Collaborative and Resilient Culture: Cultivate a collaborative and resilient results-oriented culture by adopting a growth mindset and fostering a passion for winning.
- Accelerating Technology Modernization: Enable your teams to define and accelerate their clients' technology modernization journeys through experiential sales engagements.
- Demonstrating Industry Expertise: Demonstrate deep technical expertise and business/market knowledge within your specialist industries/verticals.
- Driving Collaborative Innovation: Guide your teams to collaborate across the wider sales function to deliver MVPs and proof of concepts that lead to transformative change for clients, compelling reasons for them to invest in IBM.
- Fostering High-Performance Culture: Instill a culture of high-performance across your team of ATLs, fostering deep technical skills to successfully deliver on clients' strategies and achieve IBM's growth objectives.
- Sharing Insights for Growth: Harvest learnings from completed assignments and share insights with your team and across the wider business to sustain continual development, evolution, and growth.
Required education
Bachelor's Degree
Preferred education
Bachelor's Degree
Required technical and professional expertise
- Deep Technical and Architectural Expertise: Deep technical and architectural expertise across a variety of technologies, including (but not limited to) cloud, with a focus on general container skills, business automation, and infrastructure.
- Proven Leadership and Coordination: A track record of effectively coordinating technical sales talent through various stages, including demand generation, deal progression, post-close deployment, and the ongoing increase in adoption of deployed solutions.
- Effective People, Communication, and Collaboration Skills: Profound people, communication, and collaboration skills with a proven track record of networking, co-creating, and influencing, especially at the C-suite level, during complex technology sales cycles with deal sizes ranging from $100,000 to over $1 million.
- Agile and Contemporary Best Practices: Experience in applying agile methodologies and contemporary best practices like DevOps and design thinking to deliver solutions with agility and efficiency.
Preferred technical and professional experience
- Technology Sales Leadership: Proven team leadership experience in a context of technology sales, 5 years of experience in technology sales for complex enterprise solutions.
- Agile Management: Experience in team building and agile managing approaches to drive outcome in a matrix organisation.
- Technical Expertise: Experience with a broad spectrum of technology solutions, including Cloud, Data, and AI. Knowlege and experience with IBM products is an asset.
ABOUT BUSINESS UNIT
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
YOUR LIFE @ IBM
In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.
Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.
Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.
Are you ready to be an IBMer?
ABOUT IBM
IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.
Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.
At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
OTHER RELEVANT JOB DETAILS
Must have the ability to work in Canada without sponsorship. For additional information about location requirements, please discuss with the recruiter following submission of your application.