Technical Account Leader

Introduction
A Technical Account Leader role in IBM means a career where you’re 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’ll 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’ll orchestrate resources within IBM and /or our Partners to bring those solutions to life.
Excellent onboarding 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.
• At least 5 years’ experience developing solution requirements and winning key architectural decisions at clients.
• Technical Sales experience in one or more area’s: (Cloud Hybrid-Cloud Big Data AI & Analytics)
• At least 5 years’ experience designing architecting and implementing solutions.
• At least 2 years’ experience leading architectural direction and cross-brand selling.
• Ability to build and maintain strong trust-based business relationships with peers and customers .

Preferred Technical and Professional Expertise

• 6 to 10 years of experience in Enterprise Technical Sales
• 6 to 10 years of experience leading architectural direction and cross-brand selling.
• Knowledge and experience in architecting and designing Enterprise solutions with IBM Strategic hardware and software solutions end to end.
• Experience working with a broad spectrum of IBM’s technology solutions – Cloud Data & AI etc. (training in IBM’s products will be provided).