Technology Lifecycle Services (TLS) Brand Technical Specialist

Introduction
A TLS Technical Sales within IBM is a proven technology practitioner. Through leadership of deeply technical sales teams you’ll influence clients’ technology strategies by leveraging products services and people to solve their most complex business challenges.
Within the assigned territory you’ll encourage synergies that drive development and growth. For your clients. For IBM. And for our people.
As a technical visionary you’ll paint convincing pictures of the future that apply technologies infused with modern IT architectures which are integrated with offerings that clearly show customers how their hardest problems will be solved.
Excellent onboarding will set you up for positive impact whilst ongoing development will continue to advance your career. Our sales environment is fast-paced and supportive. Always connected to a wider team you’ll be surrounded by other leaders and colleagues. People who are always willing to help and be helped as you scale your business with and through your team as they compel clients to continually invest in IBM Services.

Your Role and Responsibilities

IBM Brand Technical Specialists have extensive technical knowledge to sell Business Unit specialty or brand products to clients in order to remove all technical inhibitors to sales opportunities. They are technical experts who design viable client solutions by leveraging current product capabilities while providing input to product teams for solutions refinement. They are hands-on practitioners with a focus on customized experiential selling – “show me don’t tell me” approach. They maintain strong platform and product knowledge articulate the value proposition / ROI understand the competitive landscape and construct relevant use cases to drive sales. Brand Technical Specialists are responsible for creating and delivering technical proof points through technical accelerators to include but not limited to demonstrations POTs POCs Workshops Solution Design Proposals and MVPs. Focuses on Individual/Team/ Department Operational Objectives.

Deep practitioner-expertise and business domain knowledge in your specialist areas will present you as credible confident and convincing. With a perfect blend of deep technical experience you’ll help your colleagues articulate the technology decision points (TDPs) and IBM sales plays in the context of your clients’ digital transformation ambitions.

Advocating for leading-edge technologies and digital transformation you’ll pave the way for your teams’ continued successes and development by bringing the full technology power of IBM to your customers. People who will be receptive because of your natural ability to create trusted and enduring relationships that establish IBM as an essential partner in solving their most difficult technical problems.

If this role is right for you then your achievements will mean that your career is flourishing your teams are excelling and your clients are thriving. To help ensure this win-win outcome a ‘day-in-the life’ of this opportunity may include but not be limited to:

· Connecting a broad network of technical experts serving as the single point of accountability for IBM product and service quality and playing a central role in resolving client critical situations.
Leveraging broad and deep technology expertise to provide highly contextual insights into the benefits of emerging technology adoption.

· Providing technical thought-leadership and direction to colleagues for the client’s transformation agenda. Bringing an outside-in perspective whilst recommending disruptive technologies and approaches to scale new value capture.

· Running the TLS Logo Programs for MEA

• Warranty Exit
• Winback
• Expert Care AttachPremium EC
• Renewals HWMA SWMA
• SW SE for Infrastructure Products
• Premium Services

· Working closely with TLS MEA leaders and their teams to position key Logo programs strategies.

· Creating and delivering internal content including emails and presentations partnering with MEA TLS Leadership.

Required Technical and Professional Expertise

· Veteran-level technical practitioner experience in one or more client market /industry segments with a track-record of winning through collaboration resilience empathy and innovation. A natural at inspiring and motivating others to succeed in highly complex enterprise-scale technically complex sales environments.

· Expert technical knowledge around TLS Logo in addition to deep industry knowledge and contemporary methods for co-creating client solutions with and through others.

· Palpable people communication and collaboration skills with a proven record networking and influencing throughout the successful closure of complex technology sales cycles. (c. $multi-million deals).

· Engaged as an independent professional. Ability to articulate and compare alternatives approaches. Negotiate with specified objectives.

· Recognize problems related to project objectives. Creativity and judgment applied to professional technical or operational problems. Independently generates solutions based on analytical skills & business knowledge. Challenge the validity of given procedures and processes to enhance and improve or develop complementary adjustments /solutions.

· Works on special projects or leads small teams or manages routine technical/ operational activities or departments (national or international). Understands departmental mission and vision. Provides advice in technical/operational domain of specialization. Generally controls own work priorities and methods requiring tradeoffs.

· Accountable for individual or team or department results and for the impact of the results on functional activities. Participates in overall departmental program planning. May have budgetary responsibility. Contributes by supporting activities that are subject to business measurements impact customer satisfaction or impact immediate costs or expenses.

Preferred Technical and Professional Expertise
None