Technology Partner Specialist- DC Market

Introduction
The ‘IBM Ecosystem’ includes thousands of partners who ‘Build’ on ‘Sell’ or ‘Service’ IBM technologies and platforms. As a Technology Partner Specialist your purpose is to cultivate trusted-advisor Partner relationships across all these offerings and orchestrate joint strategic plans at the partner firm level that drive IBM’s wallet share and revenue growth as well as technical enablement planning.

Co-creating on business growth plans you’ll gain Partner C-Level support for joint growth initiatives as well as bring IBM capabilities and resources together to accelerate your partners’ go-to-market success with IBM Technology offerings.

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 an expert in IBM’s Technology offerings and Brand solutions with depth in one or more of IBM’s Brands you’ll support partners across some or all of IBM’s Ecosystem Sell / Build / Service sales opportunities. Engaging directly with partners and clients in support of high value opportunities you’ll help activate partners’ business development plans by engaging and pulling together in- country /market IBM sales teams and aligning with local sellers within the partner firm(s).

Required Technical and Professional Expertise
• Client Market/Industry Expertise: Experience technical practitioner in federal technology sales with a track record of winning through partnership resilience empathy and innovation. Knowledge of and experience with the federal sales cycle GSA schedules and working with or within a FSI.
• Technical Expertise: Technical knowledge around cloud data & AI automation security and storage technologies in addition to deep industry knowledge and contemporary methods for co-creating client solutions with and through others.
• Proven Sales Success: Have a proven successful history of selling/co-selling with partners in front of clients.
• Consistent Target Achievement and High Performance: Maintain a track record of consistently achieving targets with and through others showcasing high performance and challenging self and others to consistently deliver results.
• Communication and Influencing: Palpable people communication and collaboration skills with a proven record networking and influencing throughout the successful closure of complex technology sales cycles (including $multi-million deals).

Preferred Technical and Professional Expertise
• FSI Experience: Experience working with or for a Federal Systems Integrator.
• Comprehensive Knowledge of IBM’s Product Suite: Possess a strong understanding of IBM’s product suite (full training on IBM’s technologies will be provided).
• Understanding of IBM’s Competitive Distinctions: Grasp IBM’s competitive differentiations as well as the position of competitors in the market.