The IBM Brand Technical Specialist role within the sales process is to fully understand a prospect’s business problem and construct a solution around that problem leveraging the IBM webMethods Hybrid Integration Software.
The Brand Technical Specialist exhibits a high level of sales and business maturity, operates independently in pre-sales activities, client relationship management and has the proven ability to quickly understand business problems and find the appropriate IBM Integration technology offerings and differentiators.
The Brand Technical Specialist (BTS) represents the highest degree of technical architecture and design expertise within the IBM technologies, process and integration solutions space, hands-on and posseses deep understanding of IBM webMethods Hybrid Integration product.
- Own and progress opportunities through the qualification, definition, proof/evaluation, proposal and closure stages of the sales cycle with attention to timelines.
- Respond to the functional and business requirements and capabilities sections of RFI/RFPs
- Engage with the sales representative and prospect to ensure a prospect’s business needs can be addressed with IBM’s go-to market capabilities.
- Listen, understand, and analyse the prospect’s business requirements and compose, validate, and present the best possible IBM solution
- Define POC/POV or custom demonstration scenarios and map functions of IBM webMethods Hybrid Integration to prospects’ needs
- Lead implementation of Integration POC/POV’s and custom demos. Ensure the demonstration fulfils the prospect’s requirements and highlight and differentiate IBM webMethods Hybrid integration capabilities.
- Define the prospect’s target Integration architecture that fulfils their business objectives. Work with the Account Executive to structure the proposal that meets the prospect’s target architecture.
- Maintain an active relationship with existing customers, thereby identifying growing needs of the customer and advising them on best suitable components to position for them.
- Collaborate with sales teams to understand customer requirements and translate them into technical solutions.
- Design and present integrated technology solutions that align with customer needs, leveraging webMethods Integration .
- Conduct product demonstrations, proof-of-concepts (PoCs), and technical workshops for customers and prospects.
- Participate in tender responses, RFPs, and RFIs, contributing technical content and solution architecture.
- Stay updated on industry trends, emerging technologies, and competitive landscape to maintain a competitive edge.
- Collaborate with cross-functional teams, including product, engineering, and services, to ensure seamless delivery of integrated solutions.
- Contribute to the development of pre-sales best practices, methodologies, and assets to drive continuous improvement in the sales process.
- Experience in the integration domain, specifically in a pre-sales role.
- Hands-on experience with integration technologies, including: IBM, webMethods, Oracle Fusion Middleware, Tibco, Mulesoft, Boomi.
- Exceptional technical skills, with the ability to understand complex integration scenarios and translate them into tangible solutions.
- Strong communication and presentation skills, with the ability to engage effectively with customers and internal teams.
- Experience in designing, deploying, and supporting integration solutions in enterprise environments.
- While deep technical knowledge is crucial, the ability to understand and address business needs, articulate value, and influence stakeholders are equally vital for success in presales.