Introduction

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.

Your Role And Responsibilities

What is your mission?

Your mission as Brand Technical Specialist is to engage your clients with an opinionated point of view as an IBM Technologist, practitioner and brand specialty solution expert. Your deep knowledge and experience with IBM Platforms and Products along with a deep understanding of competitive advantage places you in a unique position of influence and value for your clients’. As a practitioner, you will show and prove how IBM’s technology addresses client needs and delivers value. You will work with other IBMers to identify opportunities, remove technical inhibitors and progress technical sales resulting in client success and IBM Hybrid Cloud & AI business growth.

What client segment(s) do you support?

Enterprise, Strategic or Select.

How To Sell (Selling)

• Exceptional interpersonal and communication skills, and an ability to collaborate effectively with clients and sales professionals.
• Experience successfully engaging with clients to identify, progress and win technology sales opportunities.
• Experience working in cross-functional teams and a matrix management organization.
  
  

What are your Objectives and Key Results(OKRs)?

• Achieve revenue targets
• Technical Opportunity Identification (OI)
• Deal progression as measured by technical activities in opportunity management system
• Client NPS and qualitative feedback
  
  

Preferred Education

Bachelor's Degree

Required Technical And Professional Expertise

• Business Development
• Influencing the clients’ technology strategy by engaging with IBM Brand Solution proposals, technical proofs and compelling value propositions, winning against competitors by providing superior technical solutions and maximum client business value.
  
  

Progression and Deployment

• Proactively identify and progress technology opportunities in your Brand Specialty resulting in the successful sale and deployment of IBM Solutions.
• Collaborate with other IBM Sales roles on client opportunities which leverage your expert Brand Solution expertise.
• Advocate the architectures that demonstrate the business value of IBM’s Hybrid Cloud & AI Solutions Managing Growth
• Evangelize IBM’s Hybrid Cloud and AI Strategy and Portfolio broadly as well as deeply within your brand specialty to increase adoption of IBM Technology Solutions.
• Seek cross-brand selling through team account planning to maximize the penetration of IBM Solutions broadly.
• Use reference selling, competitive positioning and early sales cycle proofs to capture or grow solution opportunities.
  
  

What capabilities do you need?

What To Sell (Technology)

• Experience with technology solutions and a deep level of technical skills in the assigned specialty products.
• Experiential selling including co-creation with clients and hands-on selling methods such as: demos, custom demos, Proofs of concept, Minimum Viable Products (MVPs) or other technical proofs