Technical Sales Specialist

2 weeks ago

Annapolis Junction, United States IBM Full time

Introduction

The IBM Client Technical Sales Team is currently seeking a Business Automation Technical Sales Specialist. This position is responsible for supporting technical sales of the IBM Business Automation portfolio. In this role you will be expected to demonstrate the business and technical benefits of a proposed solution along with positioning IBM’s ability to deliver and exceed client’s business goals and needs

Your Role and Responsibilities

You will be a member of the Technical Sales Specialists team leading the technical engagement with clients in their journey to AI and hybrid cloud. Primary focus will be leading our technical solutioning helping clients experience the value from our Cloud Pak for Automation sales efforts by building demonstrations and proof of concepts (POCs) that EXCEED client expectations.

You will also make joint or independent sales calls on clients, IBM sales teams and/or IBM Business Partners identifying and progressing opportunities.

You must have a proven background incorporating clients’ business and technical requirements building out a demonstration or POC that instill a WOW factor with clients. Additionally, you provide technical sales support which may include but not limited to:

- Collaborate with IBM sales teams to define, design, and detail the technical aspects and feasibility of proposed solutions, develop, and deliver technical education, support critical situations, design solutions; and answer technical questions. When engaged for a specific opportunity or project, you are responsible for the technical accuracy of the proposed solution and ensuring all technical requirements are addressed.
- You will also use IBM tooling and products to show, rather than tell clients about how IBM solutions will transform their business. Showing a client IBM's technology in action provides higher credibility and facilitates effective solution ideation resulting in higher win rates and shorter sales cycles.

Required Technical and Professional Expertise
- Install and set up POC environment either on client’s private cloud or on Public Cloud (IBM, Azure, Amazon, Google).
- Hands on experience with some and the ability to talk to the rest of products in the IBM Business Automation portfolio. This includes the following: Cloud Pak for Business Automation, Business Automation Workflow, FileNet Content Manager, Datacap, Operational Decision Manager, Process Mining, Blueworks Live.
- Understanding of the Kubernetes/OpenShift Container Platform (OCP).
- Demonstrating evidence of selling capabilitiesSuccessfully demonstrating proficient, effective use of IBM Sales Processes and Tools.

Preferred Technical and Professional Expertise
- Successfully demonstrating proficient, effective use of IBM Sales Processes and Tools.
- High level background in Data Science.
- Understanding of AI, Machine Learning and Deep Learning concepts.

About Business UnitIBM 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.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

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