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IBM Account Technical Leader
United States, Massachusetts, Cambridge
91933496

10.07.2024

Your Role and Responsibilities

The Account Technical Leader is a client technical leadership role dedicated to IBM’s most strategic clients within the US. In this role, you will create and maintain proven, trusted technical advisor relationships at all levels within the client’s organization, including key technology decision leaders & strategy owners. These relationships will help you uncover your client’s technology priorities and greatest challenges, understand and influence where your client wants to go, map that to IBM solutions and services, then orchestrate resources within IBM to bring those solutions and services to life.

As a strategic and systems thinker, and business influencer, you are well-versed in interpreting the client’s business requirements and translating those into enterprise technology architecture decisions. In addition, you will employ contemporary approaches like Agile Methodology and Design Thinking to conduct rigorous solutios design and ensure the solutions we propose integrate seamlessly into the client’s IT environment.
In addition, you’ll proactively optimize the IBM portfolio during solution design to drive integrated IBM business solutions. In this role, you can expect to influence and drive the client’s innovation agenda by leveraging IBM Research, engaging in POCs and first-of-its-kind projects, and show an entrepreneurial mindset to lead IBM Client Engineering teams to co-create with their clients and change the way they do business.
Account Technical Leader works hand-in-hand with the client to build and execute an IBM Client Technical Strategy (CTS) that is based on the client’s business and technical challenges, strategies, and priorities. The Account Technical Leader is responsible for showcasing IBM and IBM Technology to the client. They have a deep and strong POV and are the leading advocate for the Technology Decision Points.
Through the Client Technical Strategy and the Technology Decision Points, they land and expand the IBM Sales Plays in support of winning Hybrid Cloud Platform. They are the leader of the technical POV and technical engagement with the client.
Direct leadership and ownership of the client experience of IBM Technology.
Defining client use cases from their CTS, engaging the customer on co-creation, defining the architecture, and engaging IBM Client Engineering and CSM directly with the client for Workshops, MVPs, and deployment
Direct engagement with IBM Labs and Research to showcase innovation, technology roadmaps, product feedback, etc.
Fostering direct relationships with developers, researchers, support resources with ourclients.

Required Technical and Professional Expertise

Strong Architecture Skills with a POV on Technology Decision Points
Commands respect through current technique skills (e.g., Garage method, DevOps, Design Thinking)
Consultative selling skills (i.e.: listen first -> Bias response oriented towards IBM Technology)
Strong inter-personal, networking and relationship building skills for deep client relationships with key IT influencers
Industry knowledge sufficient to translate the client strategy into IBM initiatives
Understand how to lead, coordinate, and leverage Technical resources
Technical pre-sales to drive demand and deal progression
Client Engineering to drive demand
CSMs to drive deployment and consumption.

Preferred Technical and Professional Expertise