IBM Technical Sales Specialist - Sustainability Software – Data Exchange 

Canada, Ontario, Old Toronto 

370266810

Your Role and Responsibilities
The Brand 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 IBM Sustainability Software’s Data Exchange portfolio. 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 BTS role is responsible for the technical accuracy of the proposed solution. Responsibilities of a Brand 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

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
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
• Leads and participates in pre-sales solution architecture discussions
• Is able to maintain an advanced understanding of the Sustainability Software solutions and ecosystem
• Proficient, working knowledge of key business processes (i.e. order-to-cash, procure-to-pay), EDI standards (i.e. X12, HIPAA X12), and communications protocols (i.e. AS2, FTP/S, SFTP, and HTTPS).
• Knowledgeable in connected 3rd party space applications (for example: ERP systems, Transportation Management (TMS), and Warehouse Management Systems (WMS))
• Ensures client success through deployment strategies (i.e. Engaging services and business partners to help a customer successfully deploy the technology)
• Contributes to Opportunity Identification

Required Technical and Professional Expertise

• Demonstrable extensive experience with a Sustainability Software specific solution set and/or competing solutions
• Extensive technical expertise with the applicable Sustainability Software solution set (i.e. Blockchain, Managed File Transfer, B2B/EDI, Envizi, Asset Management, IoT)
• Experience within one or more of the following industries: Financial Services, Retail, Distribution, Consumer Package Goods, Travel and Transportation

Preferred Technical and Professional Expertise

• Demonstrated knowledge of key blockchain concepts such as distributed ledgers, track and trace, smart contracts, security, privacy and cryptography.
• Knowledge of blockchain platforms and open-source projects like Hyperledger, Ethereum, Corda, etc.
• Strong experience and understanding of pre- sales support processes is a plus
• Understanding of the systems and products that make up the Sustainability Software ecosystem (i.e. Blockchain, ERP, Transportation Management, Warehouse Management, B2B/EDI, Asset Management, etc.)
• Formal sales training courses (i.e. Demo2Win, Solution Selling, Strategic Selling, Challenger Sale, Target Account Selling, Integrity Selling, etc.)
• Knowledge of Containerization and Kubernetes (i.e. Red Hat OpenShift)