Technology Sales Partner - Technical Specialist

Job description

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

As an expert in IBM’s Technology offerings and Brand solutions, with depth in one or more of IBM’s Brands, you’ll support partners across some or all of IBM’s Ecosystem Sell / Build / Service sales opportunities.

Engaging directly with partners and clients in support of high value opportunities, you’ll help activate partners’ business development plans by engaging and pulling together in- country /market IBM sales teams and aligning with local sellers within the partner firm(s).

Your primary responsibilities will include:

- Collaborative Partner Strategy Development: Co-creating partner strategies that pinpoint growth areas, revenue objectives, milestones for success, including required skills enhancement and partner enablement for entering the market.
- Effective Partner and IBM Collaboration: Establishing connections between partner and IBM sales representatives in the cities and markets where the partner operates to facilitate local execution of prospecting and lead transfer.
- Enhanced Partner and Client Engagements: Proactively strengthening partner and client interactions with IBM’s wide range of technical capabilities, including resources like Build Labs, Customer Success Managers, Technical Sellers, and Marketing support, to jointly devise solutions.
- Consultative Sales Approach: Employing a consultative method to sell IBM’s Sales Plays and Technology portfolio to partner sales and technology leaders, showcasing the value through meaningful use cases.

Required Technical and Professional Expertise

- Deep Technical Expertise in Chosen Brand's Product Portfolio: Demonstrable client-facing, deep technical subject matter expertise within your chosen brand's product portfolio (e.g., Openshift Container Platform, Data & AI, Automation, Integration, Security, Power, Storage), with the ability to engage in complex, architectural conversations.
- 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.
- 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

Comprehensive Familiarity with IBM’s Offerings: Hands-on experience with any of IBM’s products and services (training across IBM’s product suite will be provided).