The IBM Brand Technical Specialist role within the sales process is to fully understand a prospect’s business problem and construct a solution around that problem leveraging the IBM webMethods Hybrid Integration Software.
The Brand Technical Specialist exhibits a high level of sales and business maturity operates independently in pre-sales activities client relationship management and has the proven ability to quickly understand business problems and find the appropriate IBM Integration technology offerings and differentiators.
The Brand Technical Specialist (BTS) represents the highest degree of technical architecture and design expertise within the IBM technologies process and integration solutions space.
- Own and progress opportunities through the qualification definition proof/evaluation proposal and closure stages of the sales cycle with attention to timelines.
- Respond to the functional and business requirements and capabilities sections of RFI/RFPs
- Engage with the sales representative and prospect to ensure a prospect’s business needs can be addressed with IBM’s go-to market capabilities.
- Listen understand and analyze the prospect’s business requirements and compose validate and present the best possible IBM solution
- Define POC/POV or custom demonstration scenarios and map functions of IBM products to prospects’ needs
- Lead team on implementation of Integration POC/POV’s and custom demos. Ensure the demonstration fulfills the prospect’s requirements and highlight and differentiate IBM webMethods Hybrid integration capabilities.
- Define the prospect’s target Integration architecture that fulfills their business objectives. Work with the Account Executive to structure the proposal that meets the prospect’s target architecture.
- Maintain an active relationship with existing customers thereby identifying growing needs of the customer and advising them on best suitable components to position for them
The candidate we are looking for is both a strong technical person with great communication and presentation skills and has a strong commercial affinity.
The candidate must have a proven track record of minimal 10 years in IT of which at minimum 5 in the Integration space as a pre-sales or consultant role.
The candidate must speak English.
The main territory the candidate will cover is the Netherlands but assistance on opportunities in Belgium and Luxemburg is required as well.
For the job the candidate is able to:
- Identify customers needs and unconsidered needs
- Define a solution for the customers needs
- Present explain and defend the proposed solution its architecture and explain the value of the solution to the business
- Be able to talk to different persona's in a company from developers to CxOs
- Build demos to visualize the proposed solution to showcase the value
- Assist the Sales in defining the Bill of Material and pricing the solution
On top of the required expertise we would like the candidate to have the following skills as well.
The candidate should be able to speak read and write in Dutch and if possible in French as well.
It would be preferred if the candidate already has hands-on knowlege with the following integration technology:
- webMethods
- TIBCO
- Mulesoft
- Boomi
- Oracle
- IBM