Account Technical Leader- Northeast Region

Introduction
Account Technical Leader- Financial Services Market East Region United States
Introduction: An Account Technical Leader in IBM means a career where you are a trusted advisor with deep technical expertise who works together with clients – either directly or through our seller partners – to help craft best-of-breed solutions to their hardest technology challenges.
With a consultative approach you will uncover clients’ most pressing technology pain points and lead them to solutions mapped to IBM’s people products and services. Being a natural leader strategic systems thinker and business influencer you will orchestrate resources within IBM and /or our Partners to bring those solutions to life.
Excellent on-boarding 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 will be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that compels our clients to invest in IBM’s products and services.

Your Role and Responsibilities

• Adopting a growth mindset to cultivate a collaborative and resilient results-orientated culture that has a passion for winning.
• Helping land and expand adoption of products across IBM’s portfolio by demonstrating value in the context of clients’ business industry and competitor landscape.
• Owning and leading a client’s experience of IBM technology and defining use-cases from their technical strategies.
• Engaging customers in experiential workshops and collaborating with Client Engineering and Customer Success teams to shape sessions that produce transformation-inspiring prototypes which compel long-term investment.
• Maintaining a deep expertise of industry trends and their contemporary application to solving enterprise-scale technology problems.

Required Technical and Professional Expertise

• Deep technical and architectural expertise across a variety of technologies including (but not limited to) cloud (with general container skills) business automation and infrastructure. 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. (c. $100k – $1 mil+ deals).
• 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

• Understanding of the structures and relationships between business components across equities mutual funds managed assets digital assets ecosystems ~ potentially globally (primarily Canada secondarily Western Europe and lastly APAC).
• Detailed understanding of brokerage processing lifecycle from the time of Market Execution a given transaction is requested through the full clearing and settlement phases for all equity types.
• Understanding of the value-add (i.e. Institutional 401k & Employee Benefits) services ecosystem and brokerage retail functions. Helping devise Data & AI opportunities for delivering higher margin services and the contractual and regulatory challenges in doing so.
• Detailed understanding of the technology architecture components that underpin brokerage/equity lifecycle (i.e. Settlement) the role each play and how they fit together.
• Understanding of current business and technology challenges faced by each of the business units in the lifecycle.
• Understanding of the brokerage SLA/latency mission critical environments including data encryption capabilities and impacts on transition throughput.
• Ability to technically lead suggest demonstrate and apply innovation to the brokerage processing lifecycle and creation of differentiated value add customer services.