Location: Dubai, Dubai, United Arab Emirates
Work Conditions: On-site, Full-time
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About the Job:
As a Partner Technical Specialist - Territory, your mission is to work with Ecosystem Select Clients and their Partners to identify opportunities and progress technical sales that lead to client success and IBM success. You will expand the Ecosystem partner skills coverage for your specialty, working closely with the PTS-P and your sales team.
Your understanding of the Ecosystem Go-To-Market (GTM) strategy combined with a territory plan will enable you to identify and engage the right Ecosystem Partners with the appropriate skills necessary for client and territory success. You will leverage your technical expertise to deliver proofs of concept (POX) on client opportunities while building the partner's technical capacity.
Responsibilities:
- Influence clients’ technology strategy through IBM Brand Solution proposals, technical proofs (POX’s), and compelling value propositions.
- Co-develop superior technical solutions with Ecosystem Partners to deliver maximum client business value.
- Identify technical opportunities within the territory and proactively engage with Ecosystem partners to progress technology opportunities, facilitating successful sales and deployments of IBM solutions.
- Collaborate with other IBM Sales roles and Ecosystem Partners to enhance client opportunities leveraging your Brand Solution expertise.
- Advocate for architectures that showcase the business value of IBM Technology.
- Evangelize IBM’s Hybrid Cloud and Technology Strategy, increasing adoption among clients and partners.
- Engage in cross-brand selling through team account planning to maximize the penetration of IBM solutions across your territory.
- Utilize reference selling and competitive positioning to capture and grow solution opportunities.
Preferred Education:
Bachelor's Degree
Required Technical and Professional Expertise:
- Experience with IBM Technology solutions, particularly IBM Hybrid Cloud strategy and a deep level of technical skills in assigned specialty products.
- Hands-on technical sales experience, including experiential selling and co-creation methods.
- Exceptional interpersonal and communication skills, with the ability to collaborate effectively with Ecosystem Partners, clients, and sales professionals.
- Proven track record of successfully engaging with Ecosystem Partners and clients to identify, progress, and win IBM Technology sales opportunities.
- Experience working in cross-functional teams and a matrix management environment.
- Ability to build deep understanding and expertise in Ecosystem programs and Technology Sales roles.
Preferred Technical and Professional Experience:
- Technical skills in Application Modernization, Application Development Lifecycle, Application Integration lifecycle, and API management.
- Knowledge of evolving architectural patterns in the industry.
