Technology Partner Specialist- DC Market

Introduction
A Technology Partner Specialist 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.

Your Role and Responsibilities
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 and people engagement skills you’ll 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.
Your primary responsibilities will include:

• Client Relationship Management: Building a broad network of relationships within and across your assigned FSI. Brining technical experts from across the firm to address your clients digital transformation journeys. Serving as the single point of accountability for IBM product and service sales and quality and playing a central role in resolving client critical situations.

• Technology Expertise: Leveraging broad and deep technology expertise to provide highly contextual insights into the benefits of emerging technology adoption and technical solutions to solve your clients problems. Co-creating solutions with your clients to respond to RFx requirements.

• Thought Leadership and Transformation: Providing technical thought-leadership and direction to teams for the client’s transformation agenda. Bringing an outside-in perspective while recommending disruptive technologies and approaches to scale new value capture within the FSI and in partnership with the FSI as they respond to solicitations for solutions for their federal government end clients.

• Driving Sales To and Through Client: Driving sales to the client to address the client’s internal transformation challenges as well as working with the client to develop a pipeline of opportunities to sell through the client to federal end customers. Sell through will require pipeline development co-creation of solutions co-marketing with client to federal end customer and preparing proposal responses on technical solutions.

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.