Introduction
The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms. As a Partner Technical Specialist, your purpose is to influence your partners' technical strategies, working to incorporate and embed IBM's technology portfolio into Partner's reference architectures, practices, and solutions versus competition.
As a deeply technical seller, you'll increase your partners' technical capabilities by enabling their sales and technical sellers to experientially demonstrate IBM Technology at scale with your clients.
Excellent onboarding and an industry-leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you'll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that will compel your partners to lead with IBM offerings when recommending solutions to their clients.
Your Role and Responsibilities
With the primary goal of expanding the capability and capacity of the overall Ecosystem, and depending on the market and/or partner growth opportunity, you'll cover all or a combination of IBM's 'Build', 'Sell', and 'Service' opportunities. Part technical consultant, you'll build trust, understand the value of our partners' offerings, and co-create solutions that demonstrate the value of our relationship. All-the-while building confidence that motivates partners to include IBM solutions at the heart of their client proposals.
Your Primary Responsibilities Will Include
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Facilitation of Pre-Sales Technical Activities: Facilitate pre-sales, experiential technical activities such as technology demonstrations and co-creation working sessions that lead to proofs of concept (PoC) and/or minimal viable products (MVPs).
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Leadership in Building Technical Skills: Lead the delivery of joint-learning activities to build technical skills and expertise of partners, enabling co-selling opportunities.
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Continuous Knowledge Expansion: Continuously expand essential business, industry, technology, architecture, and competitive knowledge in Kubernetes, Red Hat, Docker, Cloud Foundry, Cloud Native Security, and Infrastructure.
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Fostering a Growth-Minded Culture: Encourage a culture of growth-mindedness, co-creation, and technical eminence to deliver value that leverages industry, brand, and portfolio expertise to drive innovations that accelerate partners' success.
Required Technical and Professional Expertise
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Deep Technical Expertise in Chosen DATA&AIs Product Portfolio: Demonstrable client-facing, deep technical subject matter expertise within Data&AI’s product portfolio, with the ability to engage in complex, architectural conversations.
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Excellence in Communication and Collaboration: Provable excellence in people, communication, and collaboration skills, with a track record of networking and influencing, at all levels, throughout the successful closure of complex technology sales cycles (ranging from $250k to multi-million-dollar deals), achieved both independently and through teamwork.
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Attention to Detail and System Usage: Proven discipline and attention to detail with the usage of sales management and recording systems, as well as efficient expectation setting and follow-up practices.
Preferred Technical And Professional Expertise
- Understanding of IBM's Product Suite: A strong comprehension of IBM's extensive product suite (full training on IBM's technologies will be provided).
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.
