Introduction
The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms. This role will specifically cover 'Sell' partners (VARs) and value-added distributors (VADs).
Focused on expanding the overall capability and capacity of the Ecosystem, you'll serve in part as a technical consultant - building trust, understanding the value of our partners' offerings, and co-creating solutions that showcase the strength of our collaboration. All-the-while building confidence that motivates partners to include IBM solutions at the heart of their client proposals.
Excellent onboarding and 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 your partners to lead with IBM offerings when recommending solutions to their clients.
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Your role and responsibilities
As a Cloud Partner Technical Specialist your purpose is to influence your partners' technical strategies. As a deeply technical seller, you'll increase your partners' technical capabilities by enabling their sales and technical sellers to experientially demonstrate IBM Technology at scale with your clients.
Your primary responsibilities will include:
- Facilitation of Pre-Sales Technical Activities: Facilitate pre-sales, experiential technical activities such as technology demonstrations and co-creation working sessions that lead to proofs of concept (PoC) and/or minimal viable products (MVPs).
- Leadership in Building Technical Skills: Lead the delivery of joint-learning activities to build technical skills and expertise of partners, enabling co-selling opportunities. Work with product and sales leaders to simplify the solutioning and architecture process for complex solutions.
- Identify Product-Market Fit and Drive Technical Programs: Collaborate with SMEs, partners, product, and marketing teams to uncover gaps, strengthen market alignment, and explore new growth opportunities.
- Continuous Knowledge Expansion: Continuously expand essential business, industry, technology, architecture, and competitive knowledge in cloud trends and cloud-native technologies like Kubernetes, Red Hat, Docker, Cloud Foundry, Serverless computing and much more.
- Fostering a Growth-Minded Culture: Encourage a culture of growth-mindedness, co-creation, and technical eminence to deliver value that leverages industry, brand, and portfolio expertise to drive innovations that accelerate partners' success.
Required education
Bachelor's Degree
Preferred education
Bachelor's Degree
Required technical and professional expertise
- Deep Technical Expertise in IBM Cloud Platform Portfolio: Demonstrable client-facing, technical subject matter expertise within the cloud platform portfolio, with the ability to engage in complex, architectural conversations.
- Excellence in Communication and Collaboration: Provable excellence in people, communication, and collaboration skills with a track record of networking and influencing, at all levels, throughout the successful closure of complex technology sales cycles achieved both independently and through teamwork.
- Attention to Detail and System Usage: Proven discipline and attention to detail with the usage of sales management and recording systems, as well as efficient expectation setting and follow-up practices.
- Understanding of the IBM Sales Go-to-Market Model: Proven ability to understand IBM's client strategy and aligning the partner ecosystem with the IBM sales organizations.
Preferred technical and professional experience
- Experience with Cloud Market Knowledge: Proficiency in cloud market knowledge to provide trusted client and partner advice.
- Experience with Technical Sales: Experience with opportunity discovery, technical qualifying, designing cloud solutions aligned with client objectives and generating configurations to be included in client proposals.
- Experience with Cloud Portfolio: Technical experience in key Infrastructure as a Service and Platform as a Service technologies such as VMWare, PowerVS, HPC, Red Hat OpenShift, AI-ready Infrastructure, Financial Services Cloud, Security Compliance is a plus.
- Cloud Networking: Demonstrable knowledge of cloud gateways, software defined networking and point to point networking.
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.