Jobs bei IBM in United States

Introduction

The IBM Brand Technical Specialist role within the sales process is to fully understand a prospect’s business problem and construct a solution around that problem leveraging the IBM Hybrid Integration Software.

The Brand Technical Specialist exhibits a high level of sales and business maturity, operates independently in pre-sales activities and has the proven ability to quickly understand business problems and find the appropriate IBM Integration technology offerings and differentiators.

The Brand Technical Specialist (BTS) represents the highest degree of technical architecture and design expertise within the IBM technologies, process and integration solutions space.

Objectives:

· Prospect Qualification: The BTS aids in qualifying prospects to assure they are well-aligned with IBM’s go-to market product and solution capabilities.

· Presales Lifecycle Management: The BTS provides high quality, business-oriented and technical support to the sales and pre-sales team to assure the product-oriented aspects of the sales campaign are strongly aligned with the business objectives of the prospect throughout the sales cycle.

Your role and responsibilities

Prospect and Customer Facing

· Own and progress opportunities through the qualification, definition, proof/evaluation, proposal and closure stages of the sales cycle with attention to timelines.

· Respond to the functional and business requirements and capabilities sections of RFI/RFPs

· Engage with the sales representative and prospect to ensure a prospect’s business needs can be addressed with IBM’s go-to market capabilities.

· Listen, understand, and analyze the prospect’s business requirements and compose, validate, and present the best possible IBM solution

· Define POC/POV or custom demonstration scenarios and map functions of IBM products to prospects’ needs

· Lead team on implementation of Integration POC/POV’s and custom demos. Ensure the demonstration fulfills the prospect’s requirements and highlight and

differentiate IBM Hybrid iPaaS capabilities.

· Define the prospect’s target Integration architecture that fulfills their business objectives. Work with the Account Executive to structure the proposal that meets

the prospect’s target architecture.

Required technical and professional expertise

Skills

Customer-Oriented Skills

· Experience engaging with senior leaders (CxO level) on various solutions and business problems. Able to listen and analyze a prospect’s requirements and present to a compelling business value message of the proposed solution

· Demonstrated ability to present technology solutions to executive levels with a focus on solutions selling

· Ability to craft, review and augment Proof of Concept documents, SOWs, and various project plans involving IBM technologies.

· Ability to define architecture, design and oversight of key national projects, providing guidance and knowledge transfer to field resources.

· Able to work independently and multi-task while managing multiple opportunities at a time

· Ability to guide and consult customers on various levels of the organization.

Business and Leadership Skills

· Demonstrate a team attitude and leadership

· Ability to act as a mentor due to outstanding character, judgment and knowledge

· Excellent written and verbal communication skills

· Proven ability to manage time and deliver on deadlines

· Experience developing and presenting clear and concise product briefings

· Proven ability to unearth business requirements & Drivers

· Proven ability to map business drivers & initiatives to technology offering & differentiators

· Ability to lead Discovery and Customer First Assessment Meetings to identify business value and ROI for complex business challenges

Technology and Consultative Skills

· Strong understanding of IBM’s Integration Products

· Strong experiences with implementation of IBM technologies in customer projects or Proof of Concepts.

· Provide planning, architecting and managing of solutions to highly complex problems and challenges

· Expert in providing best practices to customers and helping with IT Strategy and implementation planning - capacity, servers, deployment etc.

· Strong understanding and speaking knowledge about IBM's platform or related platforms in the market

· Lead customer and internal Technical and Business meetings to guide attendees to a common goal.

Experience

· 5+ years practical architecture and design experience Integration technologies

· 3+ years in Consulting management role including, business development, mentoring, technology solutions development, basic marketing and relationship management

· Understanding of business infrastructure technology, network architectures and distributed computing

Preferred technical and professional experience

· BS Degree in Computer Science, Mathematics, Engineering

IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.