IBM Channel Sales Engineer for The Weather Company in Austin, Texas

The Weather Company, an IBM Business is seeking a Channel Sales Engineer. In this role you act as the primary business partner technical sales engineer for Business Solutions (B2B) area of The Weather Company (TWC) portfolio for multiple partners. You lead the presales technical activity in region for TWC sold through the channel.In the role, you drive all aspects of progressing the sales cycles related to identifying, sizing and configuring the solutions with partner accounts to support accelerating sales. You will work with IBM channel business partner representatives and partners to develop the pipeline, close deals, and support the education/enablement needs of the partner base.This role interacts with IBM Business Partners, TWC direct and channel sales reps, industry specialists, marketing and sales enablement on a daily basis. Your work will integrate enablement, demos, sales attainment, account planning, technical readiness, proof of concepts and more.The Channels Sales Engineer is measured with targets on partner skills growth and sales revenue attainment.

  • The SE will align TWC technical and meteorological resources to support sales engagements, and actively engage the Channel Reps in the development of technical account plans and proposals.

  • The SE will apply consultative solution selling skills to conduct discovery activities, translate needs into complex solutions, articulate unique value and drive sales to meteorological and technical closure for relevant opportunities.

  • This includes delivering demos, trials, proofs-of-concepts and post-sales diagnostic support - or create the appropriate infrastructure for demos, trials, and proofs-of-concepts to be delivered by IBM sales teams.

  • The SE will serve as a liaison to TWC to ensure relevant seller/customer feedback on product and process improvements is considered.

  • The SE will conduct knowledge transfer sessions to educate IBM partner resources with the latest meteorological, industry and product knowledge.

  • 7+ years of successful experience as a Sales Engineer or related technical sales role

  • Demonstrated skills in recruiting and building partner channel

  • Proven track record selling in region

  • Strong network in region and in each country with local IBM reps and business partner community

  • Demonstrated communication and presentation skills (verbal, written) as well as organizational skills

  • Demonstrated in building and managing a business – planning, pipeline building, driving cadence, accurate forecasting, and communicating results

The Weather Company