Technology Sales Partner Technical Specialist - Service

Introduction
The ‘IBM Ecosystem’ includes thousands of partners who ‘Build’ on ‘Sell’ or ‘Service’ IBM technologies and platforms. As a Partner Technical Specialist your purpose is to influence your partners’ technical strategies working to incorporate and embed IBM’s technology portfolio into Partner’s reference architectures practices and solutions versus competition.

As a deeply technical seller you’ll increase your partners’ technical capabilities by enabling their sales and technical sellers to experientially demonstrate IBM Technology at scale with your clients.

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 a Partner Technical Specialist-Service(PTS-Service) your mission is to influence the Service/GSI Partner technical strategy to include IBM’s Technology v competition working to both incorporate and embed IBM’s technology portfolio into Partner’s reference architectures practices and solutions. As a technical seller with deep skills in your assigned Brand or cross portfolio you increase the Service-Partner’s technical capabilities by enabling their sales and technical sellers to demonstrate and conduct PoX of IBM Technology at scale with their clients.

A PTS-Service covers the Service motion.

• Brand or cross-brand aligned
• Deep product SME with technical ownership of sales opportunities
• Collaborates with Sales to drive account plan

Your primary responsibilities will include:

• Facilitation of Pre-Sales Technical Activities : Facilitate pre-sales experiential technical activities such as technology demonstrations and co-creation working sessions that lead to proofs of concept (PoC) and/or minimal viable products (MVPs).
• Leadership in Building Technical Skills : Lead the delivery of joint-learning activities to build technical skills and expertise of partners enabling co-selling opportunities.
• Continuous Knowledge Expansion : Continuously expand essential business industry technology architecture and competitive knowledge in Kubernetes Red Hat Docker Cloud Foundry Cloud Native Security and Infrastructure.
• Fostering a Growth-Minded Culture : Encourage a culture of growth-mindedness co-creation and technical eminence to deliver value that leverages industry brand and portfolio expertise to drive innovations that accelerate partners’ success.
• Skilled in GenAI/watsonx conversations independent of brand assignment.
• Experience of working in cross-functional teams with Ecosystem Partners and a matrix management organization.
• Proficient in Design Thinking Architecture and Development principals to convince Partners to adopt IBM Technology into solutions practices and offerings.
• Possess a deep understanding of Service Ecosystem motions and business models e.g. capabilities in consultative / complex technical sales architecture design technology solution development

Required Technical and Professional Expertise

• Deep Technical Expertise in Chosen Brand’s Product Portfolio : Demonstrable client-facing deep technical subject matter expertise within your chosen brand’s product portfolio (e.g. Data & AI Automation Security AI Apps Power Storage IBM Z) with the ability to engage in complex architectural conversations.
• Excellence in Communication and Collaboration : Provable excellence in people communication and collaboration skills with a track record of networking and influencing at all levels throughout the successful closure of complex technology sales cycles (ranging from $250k to multi-million-dollar deals) achieved both independently and through teamwork.
• Attention to Detail and System Usage : Proven discipline and attention to detail with the usage of sales management and recording systems as well as efficient expectation setting and follow-up practices.

Preferred Technical and Professional Expertise

• Understanding of IBM’s Product Suite : A strong comprehension of IBM’s extensive product suite (full training on IBM’s technologies will be provided).