Brand Technical Specialist (DC)

Objectives:

• Prospect Qualification: The BTS aids in qualifying federal prospects to assure they are well-aligned with IBM's go-to market product and solution capabilities adhering to federal acquisition regulations and policies.

• Presales Lifecycle Management: The BTS provides high-quality, business-oriented, and technical support to the sales and pre-sales team during the federal sales cycle, ensuring strong alignment between IBM's offerings and the agency's objectives throughout the process. This includes understanding and addressing security, compliance, and other unique requirements inherent to federal projects.

Your role and responsibilities

Prospect and Customer Facing

• Own and progress opportunities through qualification, definition, proof/evaluation, proposal, and closure stages of the sales cycle with attention to timelines and federal acquisition regulations.

• Respond to functional and business requirements and capabilities sections of RFIs, RFPs, and other agency-specific documentation.

• Engage with federal account executives and prospects to ensure a prospect's mission needs can be addressed with IBM's go-to-market capabilities while complying with federal regulations.

• Listen, understand, and analyze the prospect's mission requirements and compose, validate, and present the best possible IBM solution tailored for the federal market.

• Define POC/POV or custom demonstration scenarios and map functions of IBM products to prospects' needs while adhering to agency security guidelines.

• Lead team on implementation of Data Integration POC/POVs and custom demos, ensuring the demonstration fulfills the prospect's requirements and highlights differentiating IBM StreamSets and watsonx.data integration capabilities.

• Define the prospect's target integration architecture that fulfills their mission objectives, working with the Account Executive to structure proposals meeting the prospect's target architecture while adhering to federal standards.

Required education

Associate's Degree/College Diploma

Preferred education

Bachelor's Degree

Required technical and professional expertise

Customer-Oriented Skills

• Experience engaging with senior leaders on various solutions and business problems within the federal government context. Ability to listen and analyze agency requirements and present compelling value messages of proposed solutions, focusing on solutions selling tailored for the federal market.

• Demonstrated ability to present technology solutions to executive levels with a focus on solutions selling in the federal space.

• Ability to craft, review, and augment Proof of Concept documents, SOWs, and various project plans involving IBM technologies while adhering to federal documentation requirements.

• Ability to define architecture, design, and oversight of key national projects, providing guidance and knowledge transfer to field resources within the context of federal acquisition regulations.

• Able to work independently and multi-task while managing multiple opportunities at a time in compliance with federal regulations.

• Ability to guide and consult customers on various levels of the organization while maintaining adherence to federal security guidelines.

Business and Leadership Skills

• Demonstrate a team attitude and leadership, understanding the unique dynamics of federal projects and partnerships.

• Ability to act as a mentor due to outstanding character, judgment, and knowledge within the federal government context.

• Excellent written and verbal communication skills tailored for engaging with federal clients.

• Proven ability to manage time and deliver on deadlines while adhering to federal contract requirements.

• Experience developing and presenting clear, concise product briefings tailored for the federal market.

• Proven ability to unearth business requirements & drivers within the context of federal agency missions.

• Proven ability to map business drivers & initiatives to technology offering & differentiators in alignment with federal acquisition regulations.

• Ability to lead Discovery and Customer First Assessment Meetings to identify business value and ROI for complex business challenges within the federal government context.

Technology and Consultative Skills

• Strong understanding of IBM's Data Integration Products, including their applicability and compliance with federal standards (e.g., FedRAMP).

• Strong experiences with implementing IBM technologies in customer projects or Proof of Concepts within the federal government space.

• Provide planning, architecting, and managing of solutions to highly complex federal problems and challenges while adhering to security and compliance guidelines.

• Expert in providing best practices to customers and helping with IT Strategy and implementation planning - capacity, servers, deployment, etc., tailored for the federal market.

• Strong understanding and speaking knowledge about IBM's platform or related platforms in the federal market.

• Lead customer and internal Technical and Business meetings to guide attendees to a common goal within the context of federal projects.

Experience

• 5+ years of practical architecture and design experience with Data Integration technologies, preferably within the federal government space.

• 3+ years in Consulting management role, including business development, mentoring, technology solutions development, basic marketing, and relationship management tailored for the federal market.

• Understanding of business infrastructure technology, network architectures, and distributed computing within the context of federal projects.

Preferred technical and professional experience

BS Degree in Computer Science, Mathematics, Engineering

Experience with StreamSets or other Data Integration products.

Experience working with the Federal Government as well as State and Local agencies.

Relevant certifications, such as Certified Federal IT Professional (CFITP) or equivalent, are highly desirable for this role within the federal government space.

ABOUT BUSINESS UNIT

IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

ABOUT IBM

IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM is proud to be an equal-opportunity employer. All qualifiedapplicants will receive consideration for employment without regard to race,color, religion, sex, gender, gender identity or expression, sexualorientation, national origin, caste, genetics, pregnancy, disability,neurodivergence, age, veteran status, or other characteristics. IBM is alsocommitted to compliance with all fair employment practices regardingcitizenship and immigration status.

OTHER RELEVANT JOB DETAILS

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

• Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
• Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
• Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
• Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
• Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences

We consider qualified applicants with criminal histories, consistent with applicable law.

This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.