Technology Sales Partner - Technical Specialist

Introduction
The ‘IBM Ecosystem’ includes thousands of partners who ‘Build’ on ‘Sell’ or ‘Service’ IBM technologies and platforms. As a Partner Technical Specialist your purpose is to influence your partners’ technical strategies working to incorporate and embed IBM’s technology portfolio into Partner’s reference architectures practices and solutions versus competition.
As a deeply technical seller you’ll increase your partners’ technical capabilities by enabling their sales and technical sellers to experientially demonstrate IBM Technology at scale with your clients.
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’ll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that will compel your partners to lead with IBM offerings when recommending solutions to their clients.

Your Role and Responsibilities

As a subject matter expert in IBM’s Technology offerings and Brand solutions you’ll bring depth in specific IBM products to lead and support technical engagements with partners and clients. You’ll drive the technical strategy and architecture alignment in high-value IBM Ecosystem Sell / Build / Service sales opportunities.
Engaging directly with partners you’ll activate their technical roadmap by orchestrating in-country IBM sales and technical teams aligning with both IBM’s and the partner’s technical leads to support advanced solution design and deployment.

Primary Technical Responsibilities Include:

• Collaborative Technical Strategy Development: Architecting partner strategies that identify technical growth areas establish roadmap milestones and pinpoint skill enhancements necessary for IBM product implementation in target markets.

• Technical Partner Integration: Building technical alignment between partner and IBM sales engineering teams in key markets facilitating collaborative solutioning lead transfer and local implementation of technical engagements.

• Advanced Solution Design and Enablement: Deepening technical engagements with partners and clients leveraging IBM’s resources like Build Labs Technical Sellers and Customer Success Managers to co-create and deploy solutions tailored to client needs.

• Consultative Technical Sales Approach: Using technical expertise to guide partners through IBM’s technology portfolio leading architecture discussions that showcase IBM’s solutions through detailed use cases and influencing technical decision-making in large-scale implementations.

Required Technical and Professional Expertise

• Deep Product and Solution Expertise in IBM Technologies: Proven experience with IBM’s product suite (e.g. OpenShift Container Platform Data & AI Automation Security Power Storage) with the ability to lead complex technical discussions provide in-depth architectural insights and customize solutions to meet specific client requirements across various environments.

• Collaborative Solutioning and Sales Engineering Skills: Proven experience in cross-functional collaboration aligning IBM’s technical resources with partners to drive the completion of complex high-value technical sales cycles.

• Attention to Detail and System Usage: Proven discipline and attention to detail with the usage of sales management and recording systems as well as efficient expectation setting and follow-up practices.

Preferred Technical and Professional Expertise

• Hands-On Experience with IBM’s Product Suite: Practical experience with IBM technologies and solutions ready to engage in hands-on solution development and partner enablement across IBM’s technical ecosystem (training will be provided for specific IBM product knowledge as needed).