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Introducción
Introduction

As a Partner Technical Specialist - Territory, your mission is to work with Ecosystem Select Clients and their Partners to identify opportunities, and progress technical sales that results in client success and IBM success.  Additionally, you will expand Ecosystem partner skills coverage for your specialty that scales success in your territory, working closely with the PTS-P and your seller.  

 

Your understanding of the Ecosystem GTM combined with a territory plan enables you to identify and involve the right Ecosystem Partners with the right skills for client and territory success. You will use your technical expertise to deliver POX’s on client opportunities while at the same time building the partner‘s technical capacity measured by BP POX Autonomy.

Su función y responsabilidades


• Working with Select Territory Clients and their Partners, influence clients’ technology strategy through IBM Brand Solution proposals, technical proofs (POX’s) and compelling value propositions

• Win with Ecosystem Partners against competitors by co-developing a superior technical solutions that deliver maximum client business value

• Leverage client opportunities to grow the technical capability of Ecosystem Partner measured by BP POX Autonomy

• Identify technical opportunities in the territory

Progression & Deployment

• Proactively identify and engage with Ecosystem partners to progress technology opportunities in your territory resulting in the successful sale and deployment of IBM Solutions

• Collaborate with other IBM Sales roles including CE, PTS-P, teams and Ecosystem Partners on client opportunities which leverage your expert Brand Solution expertise

• Advocate the architectures that demonstrate the business value of IBM Technology

• Co-sell and collaborate with Ecosystem partners to deliver winning solutions to our clients while developing partner technical capacity

Managing Growth

• Evangelize IBM’s Hybrid Cloud and Technology Strategy and Portfolio with your clients and partners to increase adoption of IBM Technology

• Seek cross-brand selling through team account planning to maximize the penetration of IBM Solutions broadly across your territory

• Engage with partners to use reference selling, competitive positioning and early sales cycle proofs to capture and grow solution opportunities

• Proactively engage with the other Ecosystem roles to grow the technical capability of Ecosystem Partners in your brand specialty in order to scale the IBM business in your territory

Educación requerida
Licenciatura
Experiencia profesional y técnica requerida

 

Professional and Technical Expertise

 

  • Experience with IBM Technology solutions, IBM Hybrid Cloud strategy and a deep level of technical skills in the assigned brand specialty products.
  • Experiential selling including co-creation and hands-on technical sales methods such as POX's for both client and partner
  • Exceptional interpersonal and communication skills, and an ability to collaborate effectively with Ecosystem Partners, clients and sales professionals.
  • Experience of successfully engaging with Ecosystem Partners and clients to identify, progress and win IBM Technology sales opportunities.
  • Experience of working in cross-functional teams, with Ecosystem Partners and a matrix management organization.
  • Build deep understanding and expertise of Ecosystem programs, Technology Sales roles, enablement offerings, tools and teams.
  • Demonstrate Entrepreneurial Territory Leadership.
  • Build deep brand expertise to assist partners to deliver PoX (Custom Demo, PoC, MVP, etc.) to progress opportunities. 
  • Technical Skills: Application Modernization (Microservices, Containerization etc, technologies), Application Development Lifecycle, Application Integration lifecycle, API management, Event Automation, Message Queuing technologies, Application Server, iPaaS, Deep understanding of evolving architectural patterns in the industry.

  • Business Outcomes:

    + Revenue Results of their territory

    + Revenue Results of their territory 

    + Meet the Technical Sales KPI’s (eg POX, BP POX Autonomy, L4 badge, TAP plan completion) 

    + Territory Pipeline building 

    + BP POX and POX Opportunity Coverage 

    + Enablement at point of opportunity 

    + Skilled at territory management measured by a TAP plan and brand specialty 

    + Skilled at the Segment/Sub-brand level as well as overall brand 

Acerca de la Unidad de Negocios

IBM tiene presencia global y opera en más de 175 países con una amplia distribución geográfica de ingresos. IBM Global Sales es la unidad de negocio encargada de ventas estratégicas marcando la huella global de IBM, trabajando en estrecha colaboración con unidades operativas dedicadas en los distintos países donde se atienden clientes localmente. Nuestros equipos están liderados por gerentes de relaciones quienes dirigen grupos integrados de consultores, especialistas en soluciones y expertos en implementación. Su objetivo es impulsar el crecimiento y la innovación de los clientes. Al combinar el conocimiento local con la experiencia global y las capacidades digitales, IBM forja relaciones sólidas y duraderas con sus clientes.Este enfoque de gestión local fomenta la rapidez en el apoyo a los clientes, abordando nuevos mercados y realizando inversiones en oportunidades emergentes. Además, la organización Global Sales presta servicios a clientes con experiencia en su industria, así como a través de los productos y servicios que IBM y sus socios suministran. IBM también está ampliando su alcance a clientes nuevos y existentes a través de mercados digitales.

SU VIDA @ 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?

Acerca de 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 qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

Otros detalles relevantes del empleo

When applying to jobs of your interest, we recommend that you do so for those that match your experience and expertise. Our recruiters advise that you apply to not more than 3 roles in a year for the best candidate experience. For additional information about location requirements, please discuss with the recruiter following submission of your application.