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Primary Technical Responsibilities Include:
Collaborative Technical Strategy Development: Architecting partner strategies that identify technical growth areas, establish roadmap milestones, and pinpoint skill enhancements necessary for IBM product implementation in target markets.
Technical Partner Integration: Building technical alignment between partner and IBM sales engineering teams in key markets, facilitating collaborative solutioning, lead transfer, and local implementation of technical engagements.
Advanced Solution Design and Enablement: Deepening technical engagements with partners and clients, leveraging IBM’s resources like Build Labs, Technical Sellers, and Customer Success Managers to co-create and deploy solutions tailored to client needs.
Consultative Technical Sales Approach: Using technical expertise to guide partners through IBM’s technology portfolio, leading architecture discussions that showcase IBM’s solutions through detailed use cases, and influencing technical decision-making in large-scale implementations.
Required Technical and Professional Expertise
Deep Product and Solution Expertise in IBM Technologies: Proven experience with IBM’s product suite (e.g., OpenShift Container Platform, Data & AI, Automation, Security, Power, Storage), with the ability to lead complex technical discussions, provide in-depth architectural insights, and customize solutions to meet specific client requirements across various environments.
Collaborative Solutioning and Sales Engineering Skills: Proven experience in cross-functional collaboration, aligning IBM’s technical resources with partners to drive the completion of complex, high-value technical sales cycles.
Attention to Detail and System Usage: Proven discipline and attention to detail with the usage of sales management and recording systems, as well as efficient expectation setting and follow-up practices.
Preferred Technical and Professional Expertise
Hands-On Experience with IBM’s Product Suite: Practical experience with IBM technologies and solutions, ready to engage in hands-on solution development and partner enablement across IBM’s technical ecosystem (training will be provided for specific IBM product knowledge as needed).
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