Client Engineering Business Technology Leader

Introduction
Technology sales at IBM is evolving its way of working to break beyond boundaries with innovative approaches. Preferring to ‘show’ vs. ‘tell’ Client Engineering co-creates with clients in real-time on solutions to their hardest business challenges.

As a Business Technology Leader within a Client Engineering squad you’ll be a key player in a multi-disciplinary team made up of Architects AI Specialists Designers and Platform Developers. The brightest and creative minds collaborating with clients as one team and contributing to experiential working sessions and builds. The outputs of which produce pilots that lead to the deployment of enterprise-scale solutions at start-up speed.

Being a seasoned leader and innovative strategist the Business Technology Leader is the engine of business development as you qualify and prioritize Client Engineering engagements and have a key role to partner with Technology Leaders across the IBM sales team as well as Client Engineering to drive the execution of these experiential client engagements and deliver against the business value objectives for the client.

Excellent onboarding training will set you up for success whilst ongoing development will continue to advance your career through its upward trajectory. Our sales environment is fast-paced and supportive. Always part of a team you’ll be surrounded by leaders and colleagues who are always willing to help and be helped – as you steer the creation of pilots that compel client’s to invest in IBM’s products and services and that deliver business impact.

Your Role and Responsibilities
As a Business Technology Leader within IBM Client Engineering you will have a key role to be the business outcome champion and will be involved in all aspects of our pilots from identifying the business requirements to leading the delivery of the co-creation experience to defining the business case. With advanced knowledge of your industry and deep appreciation of your clients’ business challenges you’ll be a trusted advisor and catalyst for client engagements and bring together multi-skilled sales and technical specialists to show how our hybrid cloud and AI technology can deliver business value to our clients and accelerate their digital transformation.
Your primary responsibilities as a Business Technology Leader will include:

• Engagement Leadership: Establish and maintain trusted relationships with the client as well as the diverse and high-performing technical pre-sales engagement team to lead the Client Engineering engagement from initial client contact through to pilot completion.
• Business Value Champion – Understand the business objectives of the client and of the underlying technology being proposed and lead client workshops to help define the scope of the solutions to address the customer requirements. Collaborate with colleagues on the account team as well as with the client to lead the definition and communication of the business and technical value of IBM’s technology tuned to the client’s requirements.
• Business Opportunity Identification. Stay at the forefront of essential business industry and technology knowledge and apply contemporary thought leadership in areas such as hybrid cloud data and AI security storage and IT architecture to help identify and qualify opportunities and to define engagement strategies specific to the client requirements.
• Culture Development: Cultivate a culture focused on agility pragmatism and speed emphasizing continuous learning and knowledge sharing to drive client success.

Required Technical and Professional Expertise
At least 2 – 3 years of experience in:

• Data AI and Cloud Technology Expertise: Extensive experience in applying data AI and/or cloud technologies as solutions to address enterprise-scale challenges
• Leadership Track Record: Proven consistent track record of successfully leading cross-functional teams developing collaborative relationships at all levels within an organization and developing business within a fast-paced complex technology sales environment.
• Communication and Collaboration Skills: Demonstrated people communication and collaboration skills with a documented record of executive-level networking and influencing throughout the successful closure of complex technology sales cycles including deals of substantial value
• Business Strategy and Financial Expertise: Expertise in financial modeling business case evaluations business and operations strategy with a track record of successfully applying these skills to develop and assess the business value key to securing business in enterprise-scale sales environments.
• Agile Project Management: Demonstrated mastery of agile practices ensuring the timely and within-budget delivery of technology projects.

Preferred Technical and Professional Expertise

• Pre-Sales Experience: Experience in the pre-sale aspect of the technology sales cycle with a proven ability to guide clients through the decision-making process.
• Leadership – Experience working in dynamic team environments and cross-functionally with teams such as Product Management Engineering and Customer Success.
• Bilingualism Preferred but not required (English/French).

• MBA or Equivalent: An MBA qualification or equivalent educational background.