Introduction
As a Partner Technical Specialist-Partner, including Build and Service partners, your mission is to influence Partner technical strategy to include IBM's Technology vs competition, working to both incorporate and embed IBM's technology portfolio into Partner's reference architectures, practices, and solutions. As a technical seller with deep skills in your assigned Brand, you increase Partner technical capabilities by enabling their sales and technical sellers to demonstrate and conduct PoX of IBM Technology at scale with their clients. A Partner Technical Specialist-Partner might cover any of the Ecosystem Motions (Sell, Build & Service) as dictated by assignment, market opportunity, and/or Partner growth opportunity with the goal of growing the capability and capacity of the overall Ecosystem.
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Your role and responsibilities
Technical Expertise
• Depth of technical skills in assigned Brand to support partner's Sell / Build / Service opportunities • Continuously expanding essential business, industry, technology, architecture, and competitive knowledge including AI for Business • proactive technical opportunity identification
Solution Co-Creation
• Earn trust and influence partner's tech agenda with a reputation of deep industry knowledge for assigned Brand • Facilitates pre-sales technical activities, e.g., joint proof of technology (POX) and demonstration between partners and IBM • Builds partner technical skills and expertise of partners that enables co-sell motions • Coordinates with CE as needed to develop pilots, and CSM to drive post-sale technical adoption and deployment
Strategic Innovation
• Champions an entrepreneurial mindset and technical eminence to deliver unique value by leveraging industry, Brand, and portfolio expertise to drive innovations to accelerate partners' success as a strategic technical advisor
What capabilities do you need?
- Demonstrates knowledge in IBM Technology and Brand solutions with depth of skills
- Skilled in Hybrid Cloud technologies in order to integrate an IBM Technology POV with Partners overall technical architectures
- Proficient in Design Thinking, Architecture, and Development principals to convince Partners to adopt IBM Technology into solutions, practices, and offerings
- Possess a deep understanding of Sell/Build/Service Ecosystem motions and business models, e.g., capabilities in consultative / complex technical sales, architecture design, technology solution development
- Skilled in all the IBM sales tools (TechZone, PartnerPlus, etc.) and teams (CE, GSI/Build Lab, F2F sellers, offering mgmt., etc.) to enable Partners with tools, training, and infrastructure to showcase and prove the value of IBM Technology
What are your Objectives and Key Results(OKRs)?
• Partner revenue (sell-to, sell-through, embed) as per IPL, including deployment and SaaS as appropriate of revenue contributing Partners to measure Partner capacity, skills and GTM execution
• Meet Technical Sales overall KPI's (TAP plan, BP POX Autonomy, POX's on opportunities, # L4 badges, etc)
• Plan to be skilled at the highest level within their brand discipline
• Build / Service: Number of new Partner solutions with embedded IBM Technology including influenced revenue
• Sell: Partner competencies & badges earned
Required education
Bachelor's Degree
Required technical and professional expertise
Technical Expertise
• Depth of technical skills in assigned Brand to support partner's Sell / Build / Service opportunities • Continuously expanding essential business, industry, technology, architecture, and competitive knowledge including AI for Business • proactive technical opportunity identification
Solution Co-Creation
• Earn trust and influence partner's tech agenda with a reputation of deep industry knowledge for assigned Brand • Facilitates pre-sales technical activities, e.g., joint proof of technology (POX) and demonstration between partners and IBM • Builds partner technical skills and expertise of partners that enables co-sell motions • Coordinates with CE as needed to develop pilots, and CSM to drive post-sale technical adoption and deployment
Strategic Innovation
• Champions an entrepreneurial mindset and technical eminence to deliver unique value by leveraging industry, Brand, and portfolio expertise to drive innovations to accelerate partners' success as a strategic technical advisor
What capabilities do you need?
- Demonstrates knowledge in IBM Technology and Brand solutions with depth of skills
- Skilled in Hybrid Cloud technologies in order to integrate an IBM Technology POV with Partners overall technical architectures
- Proficient in Design Thinking, Architecture, and Development principals to convince Partners to adopt IBM Technology into solutions, practices, and offerings
- Possess a deep understanding of Sell/Build/Service Ecosystem motions and business models, e.g., capabilities in consultative / complex technical sales, architecture design, technology solution development
- Skilled in all the IBM sales tools (TechZone, PartnerPlus, etc.) and teams (CE, GSI/Build Lab, F2F sellers, offering mgmt., etc.) to enable Partners with tools, training, and infrastructure to showcase and prove the value of IBM Technology
What are your Objectives and Key Results(OKRs)?
• Partner revenue (sell-to, sell-through, embed) as per IPL, including deployment and SaaS as appropriate of revenue contributing Partners to measure Partner capacity, skills and GTM execution
• Meet Technical Sales overall KPI's (TAP plan, BP POX Autonomy, POX's on opportunities, # L4 badges, etc)
• Plan to be skilled at the highest level within their brand discipline
• Build / Service: Number of new Partner solutions with embedded IBM Technology including influenced revenue
• Sell: Partner competencies & badges earned
- Technical Skills: Identity & Access Management, Industry knowledge of similar solutions & certifications.
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.
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