Introduction
Our vision for Pre-Sales Engineering is to build ""The words best experiential technology sales team"".
Pre-Sales Engineering Mission: We are the trusted technical partner for our clients. We show value by delivering a co-creation experience in order to progress opportunities to client purchase.
As a Partner Technical Specialist, your mission is to influence and develop the Ecosystem technical capacity to positively generate repeatable scale that ultimately is reflected in an increase in IBM's revenue. Your technical expertise (measured by skill and delivered via POX) is what differentiates you, and IBM, in the ecosystem space. Through this expertise, you expand our ecosystem partner and clients business horizons for your speciality (Security Software).
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Your Role and Responsibilities
- Technical skills in Security Software Portfolio to support partner's Sell opportunities.
- Working with Ecosystem Partners, influence clients' technology strategy through IBM Brand Solution proposals, technical proofs, and compelling value propositions.
- Win with Ecosystem Partners against competitors by co-developing a superior technical solution and delivering maximum client business value.
- Proactively identify and engage with Ecosystem partners to progress technology opportunities in your territory resulting in the successful sale and deployment of IBM Solutions
- Co-sell and collaborate with Ecosystem partners to deliver winning solutions to our clients.
Required Technical and Professional Expertise
- Minimum 4-7 years of experience in Security Software technologies (any of the EDR solutions like IBM ReaQta / CrowdStrike / Trend Micro / McAfee / Carbon Black / Microsoft Defender for Endpoint (MDE), etc)
- Experiential selling including co-creation and hands-on technical sales methods such as: demos, custom demos, Proofs of concept, * Minimum Viable Products (MVPs) or other technical proofs
- Identifying partners with skills, expertise, and experience
- Identify partner capacity and assist partners in building capacity
- Defining actions, plays, campaigns and resources to Build the Territory / Partner Capacity
- Exceptional interpersonal and communication skills, and an ability to collaborate effectively with Ecosystem Partners, clients and sales professionals.
Preferred Technical and Professional Expertise
- Technical skills in IBM's Security Software technologies to support partner's Sell opportunities
- Experience of successfully engaging with Ecosystem Partners and clients to identify, progress and win IBM Technology sales opportunities.
- Demonstrate how IBM Technology addresses Client, Market, and Industry trends are relevant to the partner, looking for ways to increase cross-sell opportunities for the partner.