Job Details
Integration Technical Seller
As an Integration Brand Technical Specialist (BTS), you will represent IBM as a technical sales consultant to our clients and as a technical sales specialist for IBM sales teams.
A successful IBM Integration BTS will have a deep understanding of IBM’s Integration portfolio, products, offerings and services including IBM MQ, IBM Aspera, IBM DataPower, IBM Application Connect, IBM API Connect, IBM WebSphere/Liberty, Confluent Platform/Apache Kafka, and the Cloud Pak for Integration platform. A successful candidate will also possess a robust business acumen within the application integration domain.
Your Role and Responsibilities
- Work with the IBM sales team to help guide clients through their cloud and cognitive strategy and adoption journey.
- Actively identify, develop and progress Integration sales opportunities within their assigned territories and clients.
- Provide strategic direction and leadership to client decision-makers related to IBM proposed cloud solutions supporting the client's business transformation and their journey to cloud agenda.
- Deliver pre-sales briefings, solution workshops, product demonstrations, technical education, and support proof of concept exercises while articulating the business value for our Hybrid Cloud Integration solutions.
- Understand IBM’s AI Automation point of view for enterprise integration solutions, the competitive landscape, market trends, and effectively position IBM’s unique AI Automation value proposition.
- Effectively engage, support and enable the IBM Business Partner ecosystem on IBMs Integration solution portfolio.
- Develop re-usable industry-specific assets, architecture patterns, briefing materials and product demonstrations.
- Collaborate with other internal IBM teams and stakeholders to drive unmatched customer satisfaction and client adoption on IBM's integration portfolio.
- Develop, nurture and maintain deep technical account relationships with client stakeholders and leaders.
- Develop and maintain a deep understanding of the specific industry characteristics, business challenges, market trends and business processes (i.e. Financial Services, Public Sector or Retail to name a few).
- Collaborate with IBM sales teams to define, architect, size and deliver the technical aspects and feasibility of proposed client solutions.
- Support customer escalations, best practice sharing, design solutions, and answer technical questions throughout the sales process in order to identify, qualify and deliver sales.
Required Technical and Professional Expertise
- An Integration BTS will learn their client's business requirements, technical requirements, and competitive landscape and apply their technical knowledge and experience to bring new solutions to their assigned clients.
- The Integration BTS will be responsible for collaborating with IBM sales teams to define, design, and detail the technical aspects and feasibility of proposed solutions.
- Provide technical input on developing customer planning objectives including resource requirements and the development of strategic approaches for their client set.
- The Integration BTS will lead and deliver client facing solution workshops, product demonstrations, technical education, and Proof of Concepts activities.
- The Integration BTS will support technical escalations, design solutions, product deployment and answer technical questions throughout the sales process in order to progress and close sales and develop customer relationships.
- The Integration BTS will also assist the IBM sales team with quantifying the value proposition of our solutions with clients.
Preferred Technical and Professional Expertise
- Technical experience with IBM Hybrid Cloud Integration Software or equivalent.
- Possesses both architect and/or hands-on technical skills.
- Ability to identify and envision opportunities.
- Ability to effectively showcase and demonstrate solutions/technologies in a customer facing scenario.
- Work with less-senior professionals and mentor them on the Integration solutions.
- Specific solution experience in the Hybrid Cloud Integration portfolio.
- Red Hat OpenShift experience, accreditation or certification.
- Foundational knowledge of Apache Kafka and/or the Confluent Kafka platform.
- Foundational knowledge of industry standard Dev/Sec/Ops best practices and tooling.
- Experience in a customer-facing technical role, Enterprise Technical Sales, Consulting Services, or equivalent.
- Experienced level of industry knowledge. Examples include, but are not limited to, the following: Financial Services, Retail, Public Sector or Telecommunications.
- Ability to articulate business models and the value of our offerings.
- Willingness to learn other IBM Automation portfolio solutions. For example, AIOps, or Other Cloud Paks, etc.
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