Account Technical Leader - IBM Federal
Job Description
Introduction
A Technical Account Leader at IBM means a career where you are a trusted advisor with deep technical expertise who works with clients – directly or through our seller partners – to help craft best-of-breed solutions to their most complex technology challenges. With a consultative approach you 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 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 while ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team you are 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. The Account Technical Leader (ATL) is the technical leader for major account(s) that oversee IBM’s hybrid cloud and AI agenda at the client.
Your Role and Responsibilities
A Technical Account Leader at IBM means a career where you are a trusted advisor with deep technical expertise who works with clients – directly or through our seller partners – to help craft best-of-breed solutions to their most complex technology challenges. With a consultative approach you 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 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 while ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team you are 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. The Account Technical Leader (ATL) is the technical leader for major account(s) that oversee IBM’s hybrid cloud and AI agenda at the client.
Your Role and Responsibilities
An IBM Account Technical Leader works hand-in-hand with the client to build and execute an IBM Client Technical Strategy (CTS) that is based on the client’s business and technical challenges strategies and priorities. The Account Technical Leader is responsible for showcasing IBM and IBM Technology to the client. They have a deep and strong POV and are the leading advocate for the Technology Decision Points. Through the Client Technical Strategy and the Technology Decision Points they land and expand the IBM Sales Plays in support of winning Hybrid Cloud Platform. They are the leader of the technical POV and technical engagement with the client. Account Technical Leaders direct leadership and ownership of the client experience of IBM Technology; defining client use cases from their CTS engaging the customer on co-creation defining the architecture and engaging IBM Client Engineering and CSM directly with the client for Workshops MVPs and deployment; direct engagement with IBM Labs and Research to showcase innovation technology roadmaps product feedback etc.; and foster direct relationships with developers and researchers and support resources with our clients. Leads Functional/Business Unit Strategies. Skills:
Environment:
- Business unit country or international professional mastery related to operations strategies and objectives in leading edge or critical situations.
Communication/Negotiation:
- Teamwork at highest levels. Plan and conduct complex negotiations reaching lasting agreements and commitments.
Problem Solving:
- Anticipate create and define innovative and visionary concepts in strategic environment.
Contribution/Leadership:
- Develops and implements product market business or technology strategies with executive review. Has vision of overall strategies. Contributes to policy making. Recognized as an expert and leader by members of a field related functions and multi -country organizations. Leads business unit country or international teams conducts special projects or manages functions or strategic departments.
Impact on Business/Scope:
- Accountable for business unit major country or international projects or programs. Responsible for committing multiple resources and achieving customer satisfaction cost expense revenue and other business measurements of critical importance. Responsible for quality output/value add for highly visible products services and future business development.
Required Technical and Professional Expertise
- Industry Expertise: Demonstrated experience in the federal government intelligence community with a deep understanding of its unique challenges and requirements. This includes a solid grasp of security protocols regulatory compliance and the ability to navigate and contribute effectively within this specialized sector.
- Technical Expertise: Deep technical and architectural expertise across a variety of technologies including cloud (with general container skills) business automation and infrastructure.
- Proven Leadership: 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.
- Communication and Collaboration Skills: 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).
- Sales Techniques: Experience of successfully applying Consultative/Challenger sales techniques that ‘lead to solutions’ vs. ‘lead with solutions.
- Agile and Best Practices: Solid experience of using agile and other contemporary best practices (e.g. DevOps and design thinking) to successfully deliver in a way that’s both nimble and fast.
Preferred Technical and Professional Expertise
- IBM Technology Proficiency: Proficiency in a wide range of IBM’s technology solutions including Cloud Data & AI and more (training in IBM’s products will be provided)
- TS/SCI Security Clearance Requirement Desired
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Date Posted
03/05/2024
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