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Integration Technical Sales Specialist - DC, VA & MD

Company: IBM
Location: Chesapeake
Posted on: June 23, 2022

Job Description:

At IBM, our clients have the future in mind. Our job is to help them get there. As part of IBM's Data and AI sales team, you will work with clients as they transform organizations and entire industries, which means you have a hand in changing how the world works. We're driven by more than just selling solutions. We want our clients to succeed. IBMers can access our entire organization to develop original ideas that help clients create the world they imagine. We use breakthrough analytic solutions and Cloud platforms to help businesses extract critical insights and transform how they serve their clients.

Your Role and Responsibilities
Integration Technical Sales Specialist has extensive technical knowledge to sell Business Unit specialty/brand products to clients in order to remove all technical inhibitors to sales opportunities.

  • A confident and opinionated technical expert who designs viable client solutions by leveraging current product capabilities while providing input to product teams for solutions refinement.
  • Hands on practitioner with a focus on customized experiential selling - "show me, don't tell me" approach.
  • Maintains strong platform and product knowledge, articulates the value proposition / ROI, understands the competitive landscape, and constructs relevant use cases to drive sales.
  • Creates and delivers technical proof points through technical accelerators, to include but not limited to demonstrations, POTs, POCs, Workshops, Solution Design, Proposals and MVPs.
    Top KPIs
    • Achieve revenue targets
    • Technical OI
    • Client NPS and qualitative feedback
    • Deal progression as measured by technical activities. (e.g., completing custom demonstrations and POCs based on the client's agreed-to success criteria, experiential selling, and attach rate of IBM Client Engineering engagements to sales opportunities, etc.)
      Roles and Responsibilities
      Business Development

      • Influences the clients' technology strategy and recommends solutions that bring maximum value of IBM combined products.
      • Go-to technical subject-matter-expert (SME) with technical ownership of sales opportunities for his/her Business Unit's specialty/brand.
      • Works closely in collaboration with the Account Technical Leader, technical peers from other Business Units and ancillary organizations in the development of winning client solutions.
        Progression and Deployment

        • Leverages technical activities and accelerators to progress opportunities through hands-on experientially selling.
        • Technical sales support for key programs and select client engagements during the pre-sales and post-sales process to achieve not only the technical win but also to win the deal.
        • Partners with Customer Success Managers to accelerate deployment and adoption of IBM solutions.
          Managing Growth

          • Positions the value and advantages of assigned specialty/brand products in comparison to the competition, while demonstrating how IBM's technologies and the Red Hat OpenShift Container Platform are best able to align to a client's business and IT priorities.
          • Opens the door for cross brand selling through team account planning and solution design.
            Role Specific Skills
            • Business Development - Ability to identify, create and progress new opportunities as measured by Tech OI and technical activities. This includes teaming with technical peers in other Business Units to pinpoint cross-sell and up-sell opportunities.
            • Strong brand specific technical skills and deep knowledge in at least one of the specialty domains (L4)
            • Ability to customize and deliver technical accelerators to progress opportunities leveraging Tech Zone. This includes but is not limited to demonstrations, workshops and Proof-of-Concepts.
            • Experiential selling - ability to value sell the technology in a compelling way to teach and challenge clients (Show not Tell) with a confident and opinionated point of view.
            • Understands how to leverage technical accelerators to win architectural battles and Technology Decision Points as applicable.
            • Ability to accelerate adoption of solutions with proven use cases by partnering with CSM team.
            • Ability to enable and assist Ecosystem on IBM technologies and TDPs to expand scale and reach.

              Required Technical and Professional Expertise
              • Demonstrated Experience in 2 or more of these or competing Integration Services:
              • DataPower (XML and application gateways)
              • MQ (message queuing)
              • WAS (Web Application Platforms)
              • API-C (API gateways)
              • EventStreams (Kafka or other stream processors)
              • DevOps tooling (Git Lab, UCD etc)
              • App Connect (Application integration services)
                Preferred Technical and Professional Expertise
                • Excellent Communication
                • Some Financial Selling of technical solutions a plus
                  About Business UnitIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
                  This job requires you to provide your COVID-19 vaccination status with supporting documentation, where legally permissible.
                  Your Life @ IBMAre you craving to learn more? Prepared to solve some of the world's most unique challenges? And ready to shape the future for millions of people? If so, then it's time to join us, express your individuality, unleash your curiosity and discover new possibilities.

                  Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change - to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.

                  It's time to define your career.
                  About IBMIBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

                  Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

                  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 journey to being a responsible technology innovator and a force for good in the world.
                  Location StatementIBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:

                  • 12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.
                  • World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.
                  • Well-being programs to support mental and physical health.
                  • Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).
                  • Select educational reimbursement opportunities.
                  • Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.
                  • Giving and volunteer programs to benefit charitable organizations and local communities.
                  • Discounts on retail products, services, and experiences.
                    This position is eligible for participation in an IBM sales incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change.

                    We consider qualified applicants with criminal histories, consistent with applicable law.

                    IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.
                    Being You @ IBMIBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

Keywords: IBM, Chesapeake , Integration Technical Sales Specialist - DC, VA & MD, Sales , Chesapeake, Virginia

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