Introduction
IBM offers a world-class public cloud. But what sets us and your career apart is our approach to hybrid cloud.
A Technology Sales Engineer role in IBM Cloud means a career where you're leading prospective clients towards benefiting from using IBM Cloud Paks and Red Hat OpenShift products. It means you'll be directly impacting their adoption of next-generation hybrid cloud platforms to develop, run and manage workloads of some of the world's most influential enterprises and brands.
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
As a Technical Sales Engineer (Brand Technical Specialist), you'll be the go-to subject matter expert, collaborating with colleagues across the wider Sales team - advising and supporting on client engagements throughout the entire sales process. You'll work closely with clients to develop relationships, understand their needs, earn their trust and show them how IBM's industry leading solutions will solve their problems whilst delivering value to their business.
Your primary responsibilities will include:
- Client Strategy Development: Develop client strategies for IBM Cloud infrastructure and applications.
- Solution Definition: Define compatible IBM Cloud solutions.
- Proof of Concept Creation: Provide proof of concepts and simplify complex technical concepts for client understanding.
- Stakeholder Relationship Building: Build credibility and trust with stakeholders to facilitate the closing of complex Cloud technology deals.
- Client Management and Value Definition: Effectively manage client relationships, define IBM's value proposition, and engage key decision-makers.
- Sales Process Management and Collaboration: Oversee the entire sales process, with a focus on expanding new business opportunities, and collaborate closely with various IBM teams.
Required education
Bachelor's Degree
Preferred education
Bachelor's Degree
Required technical and professional expertise
• Multiple years of direct, face to face customer selling experience.
• Multiple years of selling cloud software or SaaS solutions.
• Functional competence across the Application Integration and runtime landscape.
• Ideal candidates should have a passion for cloud technologies, solving customer problems, winning every time.
• You are a hunter who takes ownership of an assigned territory focused on net new logo acquisition and upsell opportunities.
• You demonstrate expertise in building business cases which clearly articulates value and differentiation at all levels of your customer organizations.
• You constantly generate pipeline using creative techniques, tools, team collaboration, industry events and top tier channel partners.
• You demonstrate a true "value based" sales approach and have experience explaining complex ROI models to C level customers.
• Ability to collaborate with teams within IBM and partners externally.
Preferred technical and professional experience
• Knowledge of Hybrid cloud solutions.
• Demonstrated experience in leading complex deals and value-based selling.
• Multiple years selling cloud software or SaaS solutions.
• Multiple years selling Asset Lifecycle Management or Integration software.
• Experience selling into the US Federal Space. More specifically DOD/INTEL/FSIs organizations.
• Security Clearance. (Preferred)
Similar Software Experience
• Maximo
• Envizi
• EI
• Tririga
• Supply Chain
• Sterling Order & Inventory Management
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.