Introduction
A Technology Sales Engineer role (what we refer to in this role as, ‘Partner Technical Specialist’) within Automation means working for a leader in AI-Powered products. Envision helping clients create a world with less unplanned downtime and more initiative-taking insight. And less waiting on systems… So that their employees can invest more time on the work they love. Join us and co-create with clients on solutions that makes people more productive and improves business performance, so that they can change the world at a scale not previously possible.
The ‘IBM Ecosystem’ includes thousands of partners who ‘Build’ on, ‘Sell’ or ‘Service’ IBM technologies and platforms. As a Partner Technical Specialist (Territory) your mission is to drive the right technical outcomes within your territory through prospecting, opportunity identification, and solution co-creation. By aligning technical discussions, capability deliver, territory planning, demand generation, lead passing, and sales execution between IBM and partners you will deliver outstanding technical solutions while growing revenue in your assigned portfolio by increasing your partners’ ‘Sell’ activities for your territory.
Engaging directly with partners and their clients in support of high value engagements and opportunities, you will augment partner and client engagements with IBM’s breadth of capabilities to align sales and technical efforts with offering capability roadmaps, PoX activities, and shape solutions that support domain-specific business strategies.
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 technical sales environment is collaborative and experiential. Part of a team, you will 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

• Change Business Goals into Technical Solutions: Translating business objectives into technical solutions and offering guidance on technology strategies.
• Client Strategy Development: Create strategic plans for clients, focusing on infrastructure, applications, and automation solutions.
• Proof of Concept Delivery: Provide proof of concepts and simplifying technical concepts to ensure client comprehension.
• Building Credibility and Trust: Establish credibility and trust with clients, which is essential for closing complex technology deals.
• Engagement with IBM Teams: Engage IBM local country/market sales teams, Digital Sales teams, Marketing, and technical teams to accelerate your partners’ success.
• Leveraging Ecosystem Programs and Co-Marketing: Utilize Ecosystem programs, co-marketing, and sales tooling to drive joint demand generation, prospecting, or solution co-creation.
• Enhancing Sales Velocity: Increase sales velocity by improving partner lead-passing discipline and identifying and closing partner skills gaps, capability, and capacity.
• Technology Partner Sales Offering Expertise: Possess expertise in building and going to market with technology partner sales offerings that foster strong, two-way, revenue-generating collaborations.
• Proven Co-Selling Success: Have a proven, successful history of co-selling with partners in front of their clients.
• Effective Communication and Relationship Development: Demonstrate success in communication and personal relationship development at all levels across colleagues, partners, and 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.

Required Technical and Professional Expertise

• Automation Market Expertise: Demonstrating expertise in the Automation market and establishing trust as a valued advisor for clients (training on IBM’s Automation offerings will be provided).
• IBM Automation Solution Design: Define practical IBM Automation solutions that enhance existing technology stacks.
• 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 IBM’s Competitive Distinctions: Grasp IBM’s competitive differentiations as well as the position of competitors in the market.

Preferred Technical and Professional Expertise
N/A.