Technical Sales Specialist - Sustainability Software (B2B)

Introduction
Are you a self-starter a go-getter and a leader? In the IBM Sustainability Software business unit you will find a culture that rewards such entrepreneurial spirit! We are looking for talented energetic individuals who have a strong sense of ownership execution and focus on customer success!
As a Solutions Engineer at IBM you are THE technical expert and advisor to our customers to the sales team and to our Business Partners. You understand the customers’ business requirements technical requirements and competitive landscape. You apply your business insight build and maintain customer relationships incorporate technology and services and ensure customer readiness for the implementation of proposed technical solutions.
This is YOUR opportunity to shape the future for both IBM and our customers as well as for yourself. Start your journey now by joining our amazing team of experts!

Your Role and Responsibilities

The Brand Technical Specialist engages in pre-sales activity of the sales cycle including: sales/business discussions solution discovery solution and business assessments solution demonstrations pilots and Proof of Concepts. They understand the client’s business requirements technical requirements and competitive landscape as it pertains to IBM Sustainability Software’s Data Exchange portfolio. This role requires a consultative solutions-focused approach that requires in-depth needs analysis (discovery) art of the possible demonstrations customized presentations and demonstrations and delivery of written documentation and other material to support the sales team and sales opportunities. When engaged for a specific opportunity or project the BTS role is responsible for the technical accuracy of the proposed solution.

Responsibilities of a Brand Technical Specialist as trusted advisor includes

• Client discovery delivering art of the possible and tailored solution demonstrations for key client stakeholders
• Supporting responses to RFPs (request for proposals/RFPs and requests for information/RFIs)
• Creatively prescribing solutions to help solve a client’s business initiatives and challenges
• Communicating solution proposals at any level of the business required from a CxO to a detailed business and/or technical sponsor

Key Responsibilities

• Performs in-depth analysis/discovery of customer’s business and technical requirements and develops clear definition of the appropriate solution including; business use case demonstrations associated operational and value benefits and overall value proposition of the IBM solution set
• Develops maintains and delivers solution demonstrations to solve customer’s business and technical requirements
• Leads and participates in pre-sales solution architecture discussions
• Is able to maintain an advanced understanding of the Sustainability Software solutions and ecosystem
• Proficient working knowledge of key business processes (i.e. order-to-cash procure-to-pay) EDI standards (i.e. X12 HIPAA X12) and communications protocols (i.e. AS2 FTP/S SFTP and HTTPS).
• Knowledgeable in connected 3 ^rd party space applications (for example: ERP systems Transportation Management (TMS) and Warehouse Management Systems (WMS))
• Ensures client success through deployment strategies (i.e. Engaging services and business partners to help a customer successfully deploy the technology)
• Contributes to Opportunity Identification

Additional Information

The technical pre-sales specialist should have a thorough knowledge of the IBM Sustainability Software solutions. Must have a proven record of successfully understanding client issues and pulling together strategies to ensure the client is successful. Excellent customer relations; verbal and written communications skills. Ability to successfully work with sales reps to close business deals. Ability to manage multiple accounts and associated opportunities simultaneously. Ability to learn IBM’s line of products and services. Ability to analyze and resolve business and technical challenges. Ability to negotiate and prioritize projects.

Required Technical and Professional Expertise

• Demonstrable extensive experience with a Software specific solution set and/or competing solutions
• Extensive technical expertise with the applicable Software solution set (i.e. Managed File Transfer B2B/EDI Envizi Asset Management IoT)
• Experience within one or more of the following industries: Financial Services Retail Distribution Consumer Package Goods Travel and Transportation

Preferred Technical and Professional Expertise

• Strong experience and understanding of pre-sales support processes is a plus
• Formal sales training courses (i.e. Demo2Win Solution Selling Strategic Selling Challenger Sale Target Account Selling Integrity Selling etc.)
• Knowledge of Containerization and Kubernetes (i.e. Red Hat OpenShift)