Introduction
A Technology Sales Engineer role (what we internally call a, 'Brand Technical Specialist') within IBM's Data & AI brand means accelerating enterprises' success by improving their ability to understand their data. It means providing solutions that enable people across organizations, in multiple roles, the ability to turn data into actionable insights without having to wait for IT. And it means selling multi-award winning software, and world-class design practices that enables business analysts to ask new questions. The answers to which are literally shaping the future and changing the world.
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 our clients to invest in IBM's products and services.
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Your role and responsibilities
The PTS-P (Partner Technical Specialist - Partner) role is responsible for proactively engaging with partners to drive IBM Technology. They work closely with partners to support deals and drive pipeline in their territory. All PTS-P are expected to complete the Ecosystem Essentials Digital Learning Guide (DLG). They should aim to be T-Shaped, understanding IBM Technology strategy while continuously developing specialist expertise. PTS-P should follow the brand technical learning path relevant to their specialism. They must have a specialism to be of value to a partner and should team together to support other PTS with their specialism. Specialist PTS have a wide T's base, being deep in their Brand, and are encouraged to develop a deep specialist sub-topic within their brand. Cross-Brand PTS have a tall T's cross-bar, must have extensive cross-Technology, TDP, Cross SW or Cross HW knowledge, and extensive architecture and strategy skills. They also have one or several T-Shaped areas of particular brand expertise as their T base.
Required education
Bachelor's Degree
Required technical and professional expertise
A Partner Technical Specialist - Partner (PTS-P) should possess the following professional and technical expertise:
- Deep knowledge in IBM Technology and Brand solutions: PTS-Ps should have a strong understanding of IBM's technology portfolio and be skilled in one or more of IBM's brands, such as Automation, Data & AI, Security, and Power.
- Hybrid Cloud technologies proficiency: PTS-Ps should be proficient in Hybrid Cloud technologies, including containerization, OpenShift (OCP), and Red Hat OpenShift Kubernetes Service (ROKS), to integrate IBM's technology perspective into partners' overall technical architectures.
Preferred technical and professional experience
A Partner Technical Specialist - Partner (PTS-P) should possess the following professional and technical expertise:
- Design Thinking, Architecture, and Development principles: PTS-Ps should be skilled in Design Thinking, Architecture, and Development principles to convince partners to adopt IBM technology into solutions, practices, and offerings.
- Understanding of Sell/Build/Service Ecosystem motions and business models: PTS-Ps should have a deep understanding of the Sell, Build, and Service Ecosystem motions and business models, including capabilities in consultative/complex technical sales, architecture design, and technology solution development.
- Proficiency in IBM sales tools and teams: PTS-Ps should be skilled in using IBM sales tools, such as TechZone and PartnerWorld, and collaborating with various IBM teams, including HCBTs, F2F sellers, and offering management, to enable partners with tools, training, and infrastructure to showcase and prove the value of IBM technology.
- Collaboration and communication skills: PTS-Ps should be able to work closely with partners, squad teams, and wider IBM teams to successfully execute their mission. They should also be able to create and maintain Partner Technical Activation Plans (PTAPs) with measurable milestones and align with Business Partner Sales (BPS) and squad teams on overall territory and brand segment plans.
- Continuous learning and development: PTS-Ps should engage in continuous learning and development, leveraging resources like IBM's Technical Specialist Profession, Skills2Lead, and Technical Career Paths. They should also participate in IBM's Basic Education, including the Channels Technical Enablement Guide, Cloud Pak Skills and Certification, Demos, IBM Credentials: Badges and Certifications, IBM Documentation and Knowledge Centers, IBM Professional Certifications, IBM Redbooks, IBM Training, Lighthouse, Northern Light, ProductPages, TechU, and TechZone.
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
For additional information about location requirements, please discuss with the recruiter following submission of your application.