Technology sales at IBM is evolving its way of working to break beyond boundaries with innovative approaches. Preferring to 'show' vs. 'tell', Client Engineering co-creates with prospective customers, in real-time, on solutions to their hardest business challenges. As a Business Technology Leader within a Client Engineering squad, you'll partner with Technical Leaders across IBM sales teams and specialists to drive these experiential client engagements.
Being a seasoned leader and innovative strategist, you'll be the engine of business development as you qualify and prioritize Client Engineering engagements and lead the team in the execution of the client experience.
Excellent onboarding training will set you up for success, whilst ongoing development will continue to advance your career through its upward trajectory. Our sales environment is fast-paced and supportive. Always connected to a wider team, you'll be surrounded by other leaders and colleagues who are always willing to help and be helped – as you steer the creation of MVPs and proofs of concept (PoC) that obsess over user-centricity and business impact. All-the-while ensuring your teams are compelling clients to continually invest in IBM's people, products, and services.
A Business Technology Leader in Client Engineering is a leader, networker, advisor, and inspirer. With advanced knowledge of your industry and deep appreciation of your clients' business challenges, you'll be a trusted advisor and catalyst for client engagements and bring together multi-skilled sales and technical specialists to deliver them.
Your primary responsibilities will include:
Team Leadership: Manage and coach diverse and high-performing technical pre-sales teams, encompassing a range of digital and project delivery skills and experiences.
Culture Development: Cultivate a culture focused on agility, pragmatism, and speed, emphasizing continuous learning and knowledge sharing to drive client success.
Engagement Management: Take ownership of engagement close-out processes and ensure smooth hand-offs.
Industry Knowledge Sharing: Stay at the forefront of essential business, industry, and technology knowledge and apply contemporary thought leadership to client solutions in areas such as hybrid cloud, data and AI, security, storage, and IT architecture.
- Leadership Track Record: Proven, consistent track record of successfully leading teams and developing business within a fast-paced, complex technology sales environment.
- Communication and Collaboration Skills: Demonstrated people, communication, and collaboration skills with a documented record of executive-level networking and influencing throughout the successful closure of complex technology sales cycles, including deals of substantial value (c. $multi-million).
- Cloud Technology Expertise: Extensive experience in applying cloud technologies as solutions to address enterprise-scale challenges.
- Business Strategy and Financial Expertise: Expertise in financial modeling, business case evaluations, business, and operations strategy, with a track record of successfully applying these skills to secure and develop business in enterprise-scale sales environments.
- Agile Project Management: Demonstrated mastery of agile practices, ensuring the timely and within-budget delivery of technology projects.
Hybrid Cloud and AI Expertise: Proficiency in hybrid cloud solutions and AI, with the commitment to receive in-depth training in IBM's hybrid cloud, data & AI products.
Pre-Sales Experience: Experience in the pre-sale aspect of the technology sales cycle, with a proven ability to guide clients through the decision-making process.
MBA or Equivalent: An MBA qualification or equivalent educational background.