Account Technical Leader

Introduction

IBM is empowering organizations to reinvent themselves and change the way they run their business, by applying automation to achieve digital transformation and to scale their business operations to become more flexible and competitive.

The IT Automation Brand Specialist will be responsible for leading the selling efforts for IBM IT Automation Software solutions to the clients in various industries. Responsibilities include building the partner ecosystem, calling on clients and presenting the benefits of IBM IT Automation Solutions.

Must have experience with IBM's IT automation portfolio, competitive landscape, a proven track record of selling to the various segments and industries. They will focus on customer success and increasing the client's IBM IT automation footprint. The brand specialist must have a history of communicating solution values of products and solutions, and understanding of client's needs. Responsible for increasing sales in their assigned territory by working collaboratively with a technical resource. The Sales Leader will manage accounts by building and fostering client relationships and prospecting existing accounts and mining greenfield opportunities

Your Role and Responsibilities

The Account Technical Leader (ATL) plays a pivotal role as the owner of the technical agenda for their dedicated customers, serving as a trusted advisor. They deliver value by offering a strong point of view (POV) and by actively shaping and accelerating their client's digital transformation and modernization journey through experiential engagements. The ATL achieves this by effectively leveraging the extended IBM Team, which includes Technology Sellers, Brand Sales/Tech, Customer Success, and Client Engineering (Garage). They translate their trusted relationships into revenue investments that drive tangible outcomes for their clients.

Required Technical and Professional Expertise

Ability to suggest, demonstrate, and apply innovation.

Hands-on-keyboard technology skills. Ability to demonstrate a technical capability through demonstration over showing a slide deck.

Hardware and Software Architectural, technical selling and presentation/demonstration skills.

An ability to translate detailed and complex technical concepts to client and internal stakeholders at every level of communications.

Deep technical and architectural expertise across a variety of technologies including (but not limited to) cloud (IBM Cloud, AWS, Azure - with general VMware and container skills), business automation, and infrastructure (including System z).

A proven leader with a history of coordinating an array of technical sales talent through demand generation, deal progression, post-close deployment, and ongoing, increasing adoption of deployed solutions.

Palpable people, communication, and collaboration skills, with a proven record of networking, co-creating, and influencing as the technical expert throughout the successful closure, and post-closure expansion of complex technology sales cycles. Experience of successfully applying Consultative /Challenger sales techniques that 'lead to solutions' vs. 'lead with solutions.'

Solid experience of using agile and other contemporary best practices (e.g., DevOps and design thinking) to successfully deliver in a way that is both nimble and fast.

Preferred Technical and Professional Expertise

10+ years of experience in the IT or Finance industry.

Experience working with a broad spectrum of IBM's technology solutions - Cloud, Data & AI etc.