Partner Technical Specialist - Cross SW
Introduction
Partner Technical Specialists - Partner possess deep brand skills and are assigned to partners based on revenue and growth potential. They are responsible for influencing the partner's technical strategy toward IBM's Technology. The PTS-Partner works to incorporate and embed IBM technology into partner's reference architectures, practices, and solutions. They coordinate IBM technical expertise to identify, design, and implement valued client centric solutions. The PTS-Partner focuses on growing the capability and capacity of the overall ecosystem. They increase partner's technical capabilities for demonstrating and deploying IBM Technology at scale with partner firms' sales and technical sellers.
Your role and responsibilities
In this role, you will demonstrate IBM's technology expertise and point of view, integrating IBM's architecture with partner solutions to create compelling value for clients. You will co-sell alongside partners, guiding their adoption of IBM technologies and connecting them with IBM teams, programs, and ecosystem initiatives.
You will use your technical knowledge and ecosystem insights to build enduring client trust and respect, while leveraging IBM's strategies to address business needs. A core part of your role will be to identify and qualify new opportunities, manage pipeline development, and progress deals using IBM sales plays.
You will sell to clients by demonstrating quantifiable business value, providing expert guidance and technical ownership throughout the sales cycle. Collaboration will be key, as you will work closely with IBM sales teams and technical specialists to ensure opportunities are successfully identified, developed, and closed.
Required education
Bachelor's Degree
Required technical and professional expertise
- Presentation & Proof of Value: Deliver compelling demos, proofs of concept, and pilots that showcase solution value and drive customer engagement.
- Trusted Advisor: Build and maintain strong relationships with customers and Business Partners, acting as a reliable technical consultant.
- IT Landscape Understanding: Analyze customer environments to ensure solutions are well-aligned with existing IT infrastructure and strategic goals.
- Solution Support: Provide hands-on assistance to Business Partners in overcoming technical challenges and ensuring successful solution deployment.
- Business Partner Enablement: Empower Business Partners through enablement initiatives that drive adoption, technical readiness, and long-term success.
- Cross-Portfolio Expertise: Demonstrate deep knowledge across IBM Software Portfolio, with a focus on Data & AI and Automation solutions.
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.
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