Introduction
Are you a self-starter, a go-getter and a leader? In the IBM Sustainability Software business unit, you will find a culture that rewards such entrepreneurial spirit! We are looking for talented, energetic individuals who have a strong sense of ownership, execution, and focus on customer success!
As a Solutions Engineer at IBM, you are THE technical expert and advisor to our customers, to the sales team and to our Business Partners. You understand the customers' business requirements, technical requirements, and competitive landscape. You apply your business insight, build and maintain customer relationships, incorporate technology and services, and ensure customer readiness for the implementation of proposed technical solutions. This is YOUR opportunity to shape the future for both IBM and our customers, as well as for yourself. Start your journey now, by joining our amazing team of experts!
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Your role and responsibilities
The IBM Partner Technical Sales Specialist is a technical pre-sales specialist who provides prospects, customers, IBM business partners and the IBM's sales team with domain, product, solutions and/or technical product direction covering the entire IBM Automation Software portfolio. The mission of the Partner Technical Sales Specialist is to work with regional IBM partners to identify opportunities, and progress deals, resulting in client success and IBM Technology business grown within the IBM Automation Software brand. They identify opportunities to expand Ecosystem partner skills coverage for IBM Automation Software in order to scale success in the assigned territory. They are the go-to person for help with identifying the right Ecosystem Partners with the right skills for client and territory success. They leverage their technical insights to work alongside our Ecosystem Partners to remove technical inhibitors and co-deliver demos with Partners, support partner PoX, advise partners on Solutions Assurance, engage other IBM'er where needed, and progress opportunities to closure. They will engage with Partners and Clients with an opinionated point of view as an IBM technologists, practitioner and brand specialty solution expert. Responsibilities of a Partner Technical Sales Specialist Professional as trusted advisor includes
- Identify the right Ecosystem Partner with the right skills to help drive IBM Sustainability Software opportunities to closure
- Solution co-creation with our Ecosystem Partners (and internal IBM resources if needed)
- Earn trust and influence partner's tech agenda with a reputation of deep industry knowledge within the IBM Sustainability brand and associated portfolio
- Facilitate pre-sales technical activities (i.e. RFPs, discovery, joint proof of technology, demonstrations, etc. between partners and IBM)
- Creatively prescribing solutions to help solve a client's business initiatives and challenges
- Communicating solution proposals at any level of the business required from a CxO to a detailed business and/or technical sponsor
Required education
Associate's Degree/College Diploma
Required technical and professional expertise
- At least 3+ years of experience with IBM Automation Software solutions and/or competing solutions
- Must have a proven record of successfully understanding client issues and pulling together strategies to ensure the client is successful.
- Excellent customer relations; verbal and written communications skills.
- Ability to successfully work with sales reps, SMEs and business partners to close business deals.
- Ability to manage multiple accounts and associated opportunities simultaneously.
- Ability to learn IBM's line of products and services.
- Ability to analyze and resolve business and technical challenges.
- Ability to negotiate and prioritize projects.
- Travel up to 30% or 2 days a week (home on weekends- based on project requirements)
- Bilingual: Fluent in French/English
Additional Information
- Must have a proven record of successfully understanding client issues and pulling together strategies to ensure the client is successful.
- Excellent communication and organization skills to help facilitate and management multiple sales opportunities across multiple partners
- Excellent partner and customer relations; verbal and written communications skills.
- Ability to successfully work with partners, sales reps and other IBM'ers to close business deals.
- Ability to learn IBM's line of products and services.
- Ability to analyze and resolve business and technical challenges.
- Ability to negotiate and prioritize projects.
Preferred technical and professional experience
- Strong experience and understanding of pre-sales support processes is a plus
- Formal sales training courses (i.e. Demo2Win, Solution Selling, Strategic Selling, Challenger Sale, Target Account Selling, Integrity Selling, etc.)
- Knowledge of Containerization and Kubernetes (i.e. Red Hat OpenShift)
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.
This role will involve working with technology that is covered by Export Regulations sanctions. If you are a Foreign National from any of the following US sanctioned countries (Cuba, Iran, North Korea, Syria, and the Crimea, Luhansk, Donetsk, Kherson, and Zaporizhia regions of Ukraine) on a work permit, you are not eligible for employment in this position.