Sales Partner Technical Specialist

4 weeks ago

Malaysia IBM Full time

Introduction
At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your Role and Responsibilities
The IBM Sustainability Partner Technical Specialist is a technical pre-sales specialist who provides prospects, customers, IBM business partners and the IBM’s sales team with in-depth domain, product, solutions and/or technical product expertise covering the IBM Sustainability Software solution portfolio. This portfolio includes solutions such as Envizi, Maximo, TRIRIGA, Environmental Intelligence Suite, IBM Sterling Order Management, Supply Chain Intelligence Suite, etc. You apply your business insights, build and maintain client relationships, incorporate hardware, software and services into client-valued solutions and ensure client readiness for the implementation of technical solutions. This is an opportunity to shape the future for both IBM and its clients. Start your journey now

The Partner Technical Specialist engages in pre-sales activity of the sales cycle including sales/business discussions, solution discovery, solution and business assessments, solution demonstrations, pilots and Proof of Concepts. They understand the client's business requirements, technical requirements and competitive landscape as it pertains to the IBM Sustainability Software solution pillar. This role requires a consultative, solutions-focused approach that requires in-depth needs analysis (discovery), art of the possible demonstrations, customized presentations and demonstrations, and delivery of written documentation and other material to support the sales team and sales opportunities. When engaged for a specific opportunity or project, the Partner Technical Specialist role is responsible for the technical accuracy of the proposed solution.

As this solution suite is large and comprised of many different individual solution components, when applicable, the Sustainability Partner Technical Specialist will also pull in other resources such as solution focused SMEs, Partners, etc. to help drive a successful technical solution review with our clients.

Responsibilities of the Sustainability Partner Technical Specialist as trusted advisor includes
  • Client discovery, delivering art of the possible and tailored solution demonstrations for key client stakeholders.
  • Supporting responses to RFPs (request for proposals/RFPs and requests for information/RFIs)
  • Creatively prescribing solutions to help solve a client’s business initiatives and challenges.
  • Communicating solution proposals at any level of the business required from a CxO to a detailed business and/or technical sponsor.
  • Coordinating and collaborating with internal and external SMEs (IBM’er and partners) to drive more detailed solution focused discussions.
Key Responsibilities
  • Performs in-depth analysis/discovery of customer’s business and technical requirements and develops clear definition of the appropriate solution including business use case demonstrations, associated operational and value benefits, and overall value proposition of the IBM solution set.
  • Develops, maintains and delivers solution demonstrations to solve customer’s business and technical requirements.
  • Ensures client success through deployment strategies (i.e. Engaging services and business partners to help a customer successfully deploy the technology)
  • Develop business partners to be self-sufficient to conduct Sustainability business.
  • Contributes to Opportunity Identification

Required Technical and Professional Expertise
To be a successful Partner Technical Specialist you will have background in technical sales, technical design, and solution delivery experience. You will be a self-reliant, technical leader with hands-on experience with Data and AI and Automation Technologies, with an understanding of hybrid cloud deployment architectures and DevOps is important.
  • Bachelors’ Degree or equivalent preferably in IT or any other technical field
  • Ability to engage in face-to-face partner engagements when appropriate.
  • Strong Oral, Written Communication, and Presentation Skills
  • Eagerness to seek and build new skills
  • Ability to successfully work with sales reps, SMEs and business partners to close business deals.
  • Ability to manage multiple accounts and associated opportunities simultaneously.

Preferred Technical and Professional Expertise
  • Strong experience and understanding of pre-sales support processes is a plus
  • Knowledge of Containerization and Kubernetes (i.e. Red Hat OpenShift)
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