Automation Software Technical Sales Engineer Identity and Access Management (IAM)

A Technology Sales Engineer role (what we internally call a 'Brand Technical Specialist') within Automation means working for a leader in AI-Powered products working with the most influential clients and applying best-in-class technology to improve their results.

You will benefit from excellent onboarding an industry-leading learning culture and ongoing development—enabling a dynamic upward career trajectory.

Within our collaborative experiential sales environment you’ll be part of a team of bright minds and co-creators—always ready to help and be helped.  Your passion for technology and consultative selling will empower our clients to invest in IBM’s products and services driving innovation and success.

IBM Identity & Access Management (IAM) Brand Technical Sales Specialists are technical experts and advisors to clients IBM sales teams and/or IBM Business Partners.  As a member of the Automation Technical Specialist Sales team you understand the client's business requirements technical requirements and the competitive landscape.  You apply your business insights and your deep subject matter expertise build and maintain client relationships incorporate software and services into client-valued solutions and ensure client readiness for the implementation of technical solutions.  This is an opportunity to shape the future for both IBM and its clients.

We are looking for an experienced Identity & Access Management (IAM) Technical Sales Specialist who will join our team and support West and Midwest US Financial Services customers.  You will learn your client's business / technical requirements and competitive landscape and apply your technical knowledge and experience to bring solutions to solve a variety of Identity & Access Management (IAM) challenges our customers face.

You will work with sales and technical teammates to help identify progress and close opportunities. We are seeking individuals that possess a robust business acumen within the Identity & Access Management (IAM) domain and are ready to make an impact in selling our strategic set of solutions including IBM Verify Identity Protection Authmind IBM Verify App Gateway IBM Trusteer IBM QRadar and HashiCorp Vault.

Typical activities include leading and delivering client facing solution workshops product demonstrations technical education and Proof of Concepts.  Becoming a trusted advisor and providing a top-notch customer experience is critical.  This includes supporting technical escalations driving product deployment and answering technical questions throughout the sales process in order to progress and close sales and develop customer relationships.

Responsibilities

• Actively identifies develops and progresses Identity & Access Management (IAM) sales opportunities within their assigned territories segments and assigned clients.
• Provides strategic direction and leadership to client decision-makers related to IBM proposed Identity & Access Management (IAM) solutions supporting the clients’ business transformation initiatives.
• Acts as a deep technical expert in IBM Identity & Access Management (IAM) solutions and leverage your experience to make presales engagements successful.
• Collaborates with other internal IBM teams and stakeholders to drive unmatched customer satisfaction and client adoption of IBM’s Identity & Access Management (IAM) portfolio.
• Prepares and delivers value-based demonstrations of IBM software for new prospects and existing customers.
• Assists in scoping planning and implementation of POVs (Proof of Values) and other pre-sales activities.
• Contributes to RFI/RFP responses ensuring technical accuracy and alignment with customer requirements.
• Understands IBM’s Automation point of view for enterprise Identity & Access Management (IAM) solutions the completive landscape market trends and effectively position IBM’s unique value proposition.
• Supports customer technical escalations health checks best practice sharing designing solutions and answers technical questions throughout the sales process to identify/progress/close sales and develop customer relationships.

• Develops nurtures and maintains deep technical account relationships with client stakeholders and leaders.

• Hands-on technical experience IBM Verify Identity Protection AuthMind IBM Verify App Gateway IBM Trusteer and IBM QRadar.
• Practical experience in customer-facing technical role enterprise tech sales consulting services or equivalent.
• Skilled in consultative selling with an understanding of the client's needs and IBM capabilities.
• Ability to identify and envision opportunities.
• Ability to effectively showcase and demonstrate solutions/technologies in a customer facing scenario.
• Strong presentation and communication skills

• In-depth experience with HashiCorp Vault.
• In-depth Cloud Platform knowledge in one of the following: Microsoft Azure Google Cloud Platform/Anthos Amazon/AWS IBM Public Cloud
• Applied knowledge of building and operating clusters effectively on a Kubernetes platform (preferably Red Hat OpenShift)
• Ability to act as a customer advocate aligned with customers’ business needs.