What are the responsibilities and job description for the Technology Partner Specialist- DC Market position at IBM?
Introduction
The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms. As a Technology Partner Specialist your purpose is to cultivate trusted-advisor Partner relationships across all these offerings, and orchestrate joint strategic plans at the partner firm level that drive IBM's wallet share and revenue growth, as well as technical enablement planning.
Co-creating on business growth plans, you'll gain Partner C-Level support for joint growth initiatives, as well as bring IBM capabilities and resources together to accelerate your partners' go-to-market success with IBM Technology offerings.
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 your partners to lead with IBM offerings when recommending solutions to their clients.
Your Role and Responsibilities
Required Technical and Professional Expertise
• Client Market/Industry Expertise: Experience technical practitioner in federal technology sales, with a track record of winning through partnership, resilience, empathy, and innovation. Knowledge of and experience with the federal sales cycle, GSA schedules, and working with or within a FSI.
• Technical Expertise: Technical knowledge around cloud, data & AI, automation, security, and storage technologies, in addition to deep industry knowledge and contemporary methods for co-creating client solutions, with and through others.
• Proven Sales Success: Have a proven successful history of selling/co-selling with partners in front of clients.
• Consistent Target Achievement and High Performance: Maintain a track record of consistently achieving targets with and through others, showcasing high performance, and challenging self and others to consistently deliver results.
• Communication and Influencing: Palpable people, communication, and collaboration skills, with a proven record networking and influencing throughout the successful closure of complex technology sales cycles (including $multi-million deals).
Preferred Technical and Professional Expertise
• FSI Experience: Experience working with or for a Federal Systems Integrator.
• Comprehensive Knowledge of IBM’s Product Suite: Possess a strong understanding of IBM’s product suite (full training on IBM’s technologies will be provided).
• Understanding of IBM’s Competitive Distinctions: Grasp IBM’s competitive differentiations as well as the position of competitors in the market.
The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms. As a Technology Partner Specialist your purpose is to cultivate trusted-advisor Partner relationships across all these offerings, and orchestrate joint strategic plans at the partner firm level that drive IBM's wallet share and revenue growth, as well as technical enablement planning.
Co-creating on business growth plans, you'll gain Partner C-Level support for joint growth initiatives, as well as bring IBM capabilities and resources together to accelerate your partners' go-to-market success with IBM Technology offerings.
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 your partners to lead with IBM offerings when recommending solutions to their clients.
Your Role and Responsibilities
As an expert in IBM's Technology offerings and Brand solutions, with depth in one or more of IBM's Brands, you'll support partners across some or all of IBM's Ecosystem Sell / Build / Service sales opportunities. Engaging directly with partners and clients in support of high value opportunities, you'll help activate partners' business development plans by engaging and pulling together in- country /market IBM sales teams and aligning with local sellers within the partner firm(s).
Your primary responsibilities will include:
- Client Relationship Management: Building a broad network of relationships within and across your assigned FSI. Brining technical experts from across the firm to address your clients digital transformation journeys. Serving as the single point of accountability for IBM product and service sales and quality, and playing a central role in resolving client critical situations.
- Technology Expertise: Leveraging broad and deep technology expertise to provide highly contextual insights into the benefits of emerging technology adoption and technical solutions to solve your clients problems. Co-creating solutions with your clients to respond to RFx requirements.
- Thought Leadership and Transformation: Providing technical thought-leadership and direction to teams for the client's transformation agenda. Bringing an outside-in perspective while recommending disruptive technologies and approaches to scale new value capture within the FSI and in partnership with the FSI as they respond to solicitations for solutions for their federal government end clients.
- Driving Sales To and Through Client: Driving sales to the client to address the client’s internal transformation challenges as well as working with the client to develop a pipeline of opportunities to sell through the client to federal end customers. Sell through will require pipeline development, co-creation of solutions, co-marketing with client to federal end customer, and preparing proposal responses on technical solutions.
- Deep, practitioner-expertise and business domain knowledge professional in your specialist areas you will present as credible, confident, and convincing. With a perfect blend of deep technical experience and people engagement skills, you'll articulate the technology decision points (TDPs) and IBM sales plays in the context of your clients' digital transformation ambitions.
- Advocating for leading-edge technologies and digital transformation you'll pave the way for your teams' continued successes and development by bringing the full technology power of IBM to your customers. People who will be receptive because of your natural ability to create trusted and enduring relationships that establish IBM as an essential partner in solving their most difficult technical problems.
Required Technical and Professional Expertise
• Client Market/Industry Expertise: Experience technical practitioner in federal technology sales, with a track record of winning through partnership, resilience, empathy, and innovation. Knowledge of and experience with the federal sales cycle, GSA schedules, and working with or within a FSI.
• Technical Expertise: Technical knowledge around cloud, data & AI, automation, security, and storage technologies, in addition to deep industry knowledge and contemporary methods for co-creating client solutions, with and through others.
• Proven Sales Success: Have a proven successful history of selling/co-selling with partners in front of clients.
• Consistent Target Achievement and High Performance: Maintain a track record of consistently achieving targets with and through others, showcasing high performance, and challenging self and others to consistently deliver results.
• Communication and Influencing: Palpable people, communication, and collaboration skills, with a proven record networking and influencing throughout the successful closure of complex technology sales cycles (including $multi-million deals).
Preferred Technical and Professional Expertise
• FSI Experience: Experience working with or for a Federal Systems Integrator.
• Comprehensive Knowledge of IBM’s Product Suite: Possess a strong understanding of IBM’s product suite (full training on IBM’s technologies will be provided).
• Understanding of IBM’s Competitive Distinctions: Grasp IBM’s competitive differentiations as well as the position of competitors in the market.
Salary : $1,000 - $1,000,000
