Partner Technical Specialist

hace 2 semanas


Santiago, Metropolitana, Chile IBM A tiempo completo

Introduction

As a Partner Technical Specialist - Territory, your mission is to work with Ecosystem Partners to identify opportunities, and progress technical sales, resulting in client success and IBM Technology business growth in your territory.

Additionally, you will identify opportunities to expand Ecosystem partner skills coverage for your specialty in order to scale success in your territory.

Your understanding of the Ecosystem enables you to identify and involve the right Ecosystem Partners with the right skills for client and territory success.

You will leverage your technical insights to work alongside our Ecosystem Partners to remove technical inhibitors and co-deliver demos with Partners, support partner PoX, advise partners on Solution Assurance, and progress opportunities to closure.

You will engage with Partners and Clients with an opinionated point of view as an IBM technologist, practitioner and brand specialty solution expert.

PTS-T is part of the overall Ecosystem team with overall responsibility to assist in the building of partner capability and capacity for sustained IBM growth.


Your Role and Responsibilities

  • Working with Ecosystem Partners, influence clients' technology strategy through IBM Brand Solution proposals, technical proofs and compelling value propositions.
  • Win with Ecosystem Partners against competitors by codeveloping a superior technical solutions and delivering maximum client business value.
  • Leverage client opportunities to grow the technical capability of Ecosystem Partner.
  • Proactively identify and engage with Ecosystem partners to progress technology opportunities in your territory resulting in the successful sale and deployment of IBM Solutions.
  • Collaborate with other IBM Sales roles, teams and Ecosystem Partners on client opportunities which leverage your expert Brand Solution expertise.
  • Advocate the architectures that demonstrate the business value of IBM Technology.
  • Cosell and collaborate with Ecosystem partners to deliver winning solutions to our clients.
  • Evangelize IBM's Hybrid Cloud and AI Strategy and Portfolio with your clients and partners to increase adoption of IBM Technology.
  • Seek crossbrand selling through team account planning to maximize the penetration of IBM Solutions broadly across your territory.
  • Engage with partners to use reference selling, competitive positioning and early sales cycle proofs to capture and grow solution opportunities.
  • Proactively engage with the other Ecosystem roles to grow the technical capability of Ecosystem Partners in your brand specialty in order to scale the IBM business in your territory.

Required Technical and Professional Expertise

  • Experience or knowledge of IBM technology solutions, IBM hybrid cloud strategy, and technical skills in IBM security software products.
  • Skills for experiential selling, including cocreation and practical technical selling methods such as demos, custom demos, proofs of concept, minimum viable products (MVPs), or other technical tests.
  • Exceptional interpersonal and communication skills and ability to collaborate effectively with ecosystem partners, customers, and sales professionals.
  • Successful interaction skills with ecosystem partners and customers to identify, advance, and take advantage of IBM technology sales opportunities.
  • Ability to work in multifunctional teams, with ecosystem partners and a matrix management organization.
  • Knowledge or experience in ecosystem programs, technology sales roles, enablement offerings, tools, and equipment.
  • Brand awareness to help partners deliver PoX (Proof of Experience), such as a custom demo, PoC (Proof of Concept), MVP, etc. for advancement opportunities.

Preferred Technical and Professional Expertise

  • Understanding of the information security threat landscape, typical attack vectors, and common remediation technologies available in the industry.
  • Understanding of common compliance policies and how IBM solutions meet these requirements.
  • Knowledge in the design and architecture of technical solutions for security solutions, including product sizing and technical and quality assurance processes. Skills to present and articulate relevant competitive advantages for specific scenarios.

About Business Unit
IBM 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 su
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