Introduction
At IBM, Technical Solution Architects work to understand needs and then create complex high-quality solutions that make meaningful impact. You'll be responsible for overall leadership and delivery of the solutions from requirement gathering through implementation. You'll use your in-depth knowledge of leading-edge products and technologies along with industry and business skills to influence outcomes.
Your Role and Responsibilities
The OpenShift Sales Specialist for AI assumes a pivotal role in providing expert sales support for the seamless execution of Go-To-Market (GTM) strategies related to Red Hat OpenShift AI (RHOAI) in India. This role involves leveraging AI strategically to help our customers make the most of their unique data, giving them a competitive edge. It includes tasks like training, building, and managing AI models to achieve significant business outcomes. The successful candidate must possess a unique blend of domain expertise, adept relationship management, and technical prowess to bolster sales initiatives effectively.
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The ideal candidate will boast a track record of leadership in steering successful AI initiatives within enterprise settings, whether through direct sales, ownership as a product lead/technical expert, or engagement in consulting projects. Demonstrating the ability to usher these initiatives into production while showcasing tangible business value and outcomes is paramount. This remote role assumes GEO-level ownership, encompassing both business and technical responsibilities.
The role necessitates a diverse set of customer-facing skills, spanning interactions with data scientists, developers, and professionals to C-suite executives. Engaging in evangelism conversations and activities is a key facet of this position. A significant portion of the role involves consulting on GTM strategies with Product Business Units and providing mentorship in the execution of winning sales plays in collaboration with Cloud Service Providers, SIs, and third-party Independent Software Vendors (ISVs).
Establishing and nurturing relationships with System Integrators (SI)/Regional SIs, Cloud Service Provider account teams, and key executives is integral to the role. These connections play a pivotal role in collaborative selling efforts and contribute to the development of a robust AI partner ecosystem. Proactively managing and expanding these relationships is a requirement.
The foundational expertise of the candidate is instrumental in facilitating and expediting GTM execution drawn from firsthand experience in navigating the challenges of implementing AI within enterprises. This relatable, experiential knowledge enables this individual to propose credible Red Hat solutions tailored to address customer challenges. As the center of gravity for our RHOAI GTM, the incumbent should feel at ease articulating a narrative centered around AI delivery, grounded in prior experiences. This role may carry a Team Lead designation.
What you will do
- Consult on and enable successful execution of RHOAI GTM
- Be the virtual leader for RHOAI sales tactics.
- Educate customers and stakeholders alike on the value of Red Hat's RHOAI solution
- Lead and enable on hyper-competitive sales situations for RHOAI
- Build lasting relationships with cloud providers, ISVs, and other 3rd parties for joint GTM
- Interface with regional sales leadership for account planning and GTM
Required Technical and Professional Expertise
- 8+ years of direct sales, pre-sales or business development experience with 5+ years in Machine Learning, Data Science, Artificial Intelligence
- Ideate business use cases with Data Scientist, Developers, Line of Business and C-suite leaders
- Effective pipeline development leveraging cross functional teams and design programs and execute strategies to achieve desired pipeline
- Extensive community brand in circles such as AI User Group or other AI Communities
- Must have FSI industry vertical experience
- Recognized thought leadership in AI/MLOps
- Experience delivering technical presentations and leading business value sessions.
- Experience in AI systems design, with the ability to architect and explain data pipelines, ML pipelines, and ML training and serving approaches.
- Executive presence with public speaking skills
- Expert Practitioner of the Challenger Sales Model
- Entrepreneurial mindset
Preferred Technical and Professional Expertise
- Subject matter expertise and experience in AI applications (e.g., deep learning, LLM, NLP, computer vision, or pattern recognition).
- Experience in statistical programming language (e.g., Python), applied machine learning techniques, and using OSS frameworks (e.g., TensorFlow, PyTorch).
- Experience with CI/CD solutions in the context of MLOps and LLMOps including automation with Infrastructure as Code (IaC) solutions (e.g. Ansible).