Brand Technical Specialist, IBM webMethods

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

• Presales Lifecycle Management: The BTS provides high quality, business-oriented and technical support to the sales and pre-sales team to assure the product-oriented aspects of the sales campaign are strongly aligned with the business objectives of the prospect throughout the sales cycle.

Your role and responsibilities

Prospect and Customer Facing

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

• Respond to the functional and business requirements and capabilities sections of RFI/RFPs

• Engage with the sales representative and prospect to ensure a prospect's business needs can be addressed with IBM's go-to market capabilities.

• Listen, understand, and analyze the prospect's business requirements and compose, validate, and present the best possible IBM solution

• Define POC/POV or custom demonstration scenarios and map functions of IBM products to prospects' needs

• Lead team on implementation of Integration POC/POV's and custom demos. Ensure the demonstration fulfills the prospect's requirements and highlight and

differentiate IBM Hybrid iPaaS capabilities.

• Define the prospect's target Integration architecture that fulfills their business objectives. Work with the Account Executive to structure the proposal that meets

the prospect's target architecture.

Required education

Associate's Degree/College Diploma

Preferred education

Bachelor's Degree

Required technical and professional expertise

Skills

Customer-Oriented Skills

• Experience engaging with senior leaders (CxO level) on various solutions and business problems. Able to listen and analyze a prospect's requirements and present to a compelling business value message of the proposed solution

• Demonstrated ability to present technology solutions to executive levels with a focus on solutions selling

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

• Ability to define architecture, design and oversight of key national projects, providing guidance and knowledge transfer to field resources.

• Able to work independently and multi-task while managing multiple opportunities at a time

• Ability to guide and consult customers on various levels of the organization.

Business and Leadership Skills

• Demonstrate a team attitude and leadership

• Ability to act as a mentor due to outstanding character, judgment and knowledge

• Excellent written and verbal communication skills

• Proven ability to manage time and deliver on deadlines

• Experience developing and presenting clear and concise product briefings

• Proven ability to unearth business requirements & Drivers

• Proven ability to map business drivers & initiatives to technology offering & differentiators

• Ability to lead Discovery and Customer First Assessment Meetings to identify business value and ROI for complex business challenges

Technology and Consultative Skills

• Strong understanding of IBM's Integration Products

• Strong experiences with implementation of IBM technologies in customer projects or Proof of Concepts.

• Provide planning, architecting and managing of solutions to highly complex problems and challenges

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

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

• Lead customer and internal Technical and Business meetings to guide attendees to a common goal.

Experience

• 5+ years practical architecture and design experience Integration technologies

• 3+ years in Consulting management role including, business development, mentoring, technology solutions development, basic marketing and relationship management

• Understanding of business infrastructure technology, network architectures and distributed computing

Preferred technical and professional experience

• BS Degree in Computer Science, Mathematics, Engineering

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

Must have the ability to work in Canada without sponsorship.

This role will involve working with technology that is covered by Export Regulations sanctions. If you are a Foreign National from any of the following US sanctioned countries (Cuba, Iran, North Korea, Syria, and the Crimea, Luhansk, Donetsk, Kherson, and Zaporizhia regions of Ukraine) on a work permit, you are not eligible for employment in this position.