Introduction
Partner Technical Sales (PTS) are the technical experts and advisors to clients, IBM sales teams, and/or IBM Business Partners. As a PTS you understand the client's business requirements, technical requirements, and/or competitive landscape. You apply your business insights, build and maintain client relationships, incorporate hardware, software, and services into client-valued solutions, and ensure client readiness for the implementation of technical solutions. This is an opportunity to shape the future for both IBM and its clients. Partner Technical Sales are ecosystem sales roles that work exclusively with IBM Business Partners (BP's) to jointly sell the solution to the BP's end customer. The role is aligned to a sales territory and a set of named BPs.
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Your Role and Responsibilities
IBM is looking for an experienced Technical Professional to represent IBM's Engineering software portfolio (Maximo Application Suite | IBM & Tririga Application Suite in a pre-sales role in India. As a Partner Technical Sales (aka Solutions engineer) in the Industrial Market, you will drive the execution of all technical activities required in support of meeting revenue targets and supporting customers' business initiatives throughout the sales cycle. As a PTS, it will be your responsibility to understand the customer's business and operational requirements and translate these requirements into the delivery of a compelling demonstration that will exceed expectations, and one that differentiates IBM from the competition. You will need to possess a solid understanding of the IBM Maximo Application Suite. Knowledge on Tririga will be considered as a add on. You will work directly with the Sales teams of IBM and BPs to identify opportunities and lead technical sales strategies to meet customers' requirements. You will articulate and demonstrate the value that IBM Maximo Application Suite and Tririga solutions provide to our customers.
You provide technical sales support which will include:
- Collaboration with IBM and BP sales teams to define, design, and detail the technical aspects and feasibility of proposed solutions.
- Lead and deliver Proof of Concepts.
- develop and deliver customized demonstrations.
- support critical situations; and answer technical questions.
- Support the development of a Business Partner go-to-market plan to position IBM Maximo Application Suite & Tririga Application Suite in the market
The candidate should be comfortable working independently as well as collaboratively in a dynamic team atmosphere. You must be self-motivated with a proven track record of consistently delivering strong business results and team success. In this customer-facing role, strong oral and written communication, and presentation skills are required. The role requires an organized and analytical individual, able to eliminate sales obstacles through creative and adaptive technical approaches. Taking on new projects to improve yourself and our team with a growth mindset is also key to success in this role.
Client Technical Professional
Key Attributes:
- Proven ability to articulate and deliver compelling, industry-focused, technical solutions and value propositions potential asset management customers.
- Understanding of Asset Management Fundamentals, and how EAMs work.
- Clear understanding of competitive landscape, and ability to create and manage customer conversations
- Ability to consult clients on the adoption of tools to improve software and systems engineering.
- Understanding of various Manufacturing, and Industrial systems including ability to track data from various systems running various industrial protocols, with an aim to acquire data from these systems to IBM MAS platform.
- Ability to provide Demo's to the customer(s) along with creation of sales assets.
- Ability to provide technical sizing, technical architecture for implementation.
- Clear understanding of business trends, and issues in the industrial marketplace.
- In-depth, technical sales and/or software demonstration experience.
- Contributes to Opportunity Identification and leads the effort to gain technical wins in a pre-sales capacity
- Demonstration of a proven record for effective collaboration and a growth mindset
- Ability to work effectively across teams with varying skills, industry expertise, and objectives.
- Harvest and share reusable intellectual capital.
- Proactively monitor and promote the deployment of purchased software products to maximize deployment against targets and eliminate software reversals.
- Excellent interpersonal and communication (oral and written) skills.
- Driven and self-motivated with an entrepreneurial spirit and a commitment to excellence in everything they do.
- Liaison with various stakeholders including product management, regional leaders, Support teams, and implementation teams.
- Expertise in Asset management and provides a consultative approach to the discipline.
- Sound Knowledge on discipline of Asset Management and IoT solutions.
- Specialization on Maximo and Maximo Application Suite. Additional Skills on Tririga.
Required Technical and Professional Expertise
- Bachelor or Master's Degree in Information Technology (IT), Computer Engineering, Systems Engineering, or Electronics Engineering (or comparable academic technical qualification)
- 5+ years of Pre-Sales/consulting/implementation experience as a customer-facing professional with a very strong technical and consulting background
- 5+ years of experience providing solution consulting application support at enterprise software companies; industry-related development experience in engineering function; sound knowledge of lifecycle data management
- 5+ years' experience working at any of the disciplines
- Technical expertise in EAM, MES, CMMS and other related domain
- Demonstrated presentation, analytical, problem-solving, and communication skills (written and verbal)
- Self-starter accustomed to a dynamic environment
- Comfortable with delivering 2-5 demos/week to clients.
- Readiness to travel 75% travel annually
- English: Fluent
Preferred Technical and Professional Expertise
- None