Technology Sales - Ottawa, Canada - IBM

IBM

Verified Company

Ottawa, Canada

3 weeks ago

Posted by:

Sophia Lee

beBee Recruiter

Description

Introduction

As a Partner Technical Specialist your mission is to influence Partner technical strategy to include IBM's Technology vs competition, working to both incorporate and embed IBM's technology portfolio into Partner's reference architectures, practices, and solutions.

As a technical seller with deep skills in your assigned Brand, you increase Partner technical capabilities by enabling their sales and technical sellers to demonstrate and conduct POC of IBM Technology at scale with their clients.

A Partner Technical Specialist will cover the Ecosystem Build Motions, market opportunity, and/or Partner growth opportunity with the goal of growing the capability and capacity of the overall Ecosystem.

Your Role and Responsibilities

The Brand Partner Specialist (BPS) will manage the IBM Software Ecosystem Sales in the Canadian Publics Sector Market and support our Data&AI, Automation, Sustainability and Security Software brands.

Responsibilities include, driving face to face account Business Partner account strategy and sales plays, coordinate the Brand Sales Specialist teams and business partner to drive new workload and product sales and develop deep Business Partner relationships and opportunity identification across his/her territory.

The BPS work with business partners to co-creates business growth plans gaining C-Level support of joint growth initiatives. Accelerates partners go to market execution by coordinating IBM sales and technical resources across territory. Augments partner engagements with IBM's breadth of capabilities to co-create solutions (e.g., Hybrid Cloud Build Team, Customer Success Managers, Expert Labs, Technical Sellers, Marketing)

Responsible for driving revenue through assigned business partner in their assigned brand\\
Identify leads and pass those leads to partners who will progress and close the deal
Run brand sales play with business partner to drive new business partner opportunity creation
Collaborate with other regional Brand Sales Specialist and Technology Sales Specialist to exchange leads

Role and Responsibilities:

Account planning and stakeholder management
Develop partner territory plan (plan on a page) to identify strategic growth areas, revenue objectives, milestones, and requirements to establish objectives and measures of success with partners including required skills development and partner gotomarket enablement
Cocreate business development plans with partners gaining C-Level support (IBM / Partner), aligned to growth initiatives
Activate partners business development plans by engaging local IBM country/market sales teams and aligning with local sellers within the Partner firm
Assess progress against partner strategy and joint business development plans quarterly with country Ecosystem leader
Sales Execution and cross IBM engagement
Connects partner and IBM sellers in territory and markets serviced by the partner to facilitate local execution of prospecting and lead passing
Engages directly with partners and clients in support of high value engagements and opportunities
Proactively augments Partner and Client engagements with IBM's breadth of technical capabilities to cocreate solutions (e.g., Hybrid Cloud Build Team, Customer Success Managers, Technical Sellers, Marketing support)
Leverage IBM programs to sponsor demand generation, prospecting, or solution cocreation (e.g., Co-Marketing, Cloud Engagement Funds, etc.)
Supports the Partner has a Trusted Advisor

Required Technical and Professional Expertise

Skilled in consultative selling, with an understanding of the client's needs and IBM capabilities
Demonstrated level of business acumen as it applies to the client's business
Commercially minded and capable of supporting endtoend sales engagements with the ability to think, plan and act strategically
Entrepreneurial, Innovative, Growth Mindset
Extensive networking and interpersonal skills in complex environments
Ecosystem Sales expertise
Public Sector sales experience
Excellent communication skills
Must be able to multitask and handle multiple projects at any given time
Knowledge of systems portfolio
ISC(Atlas) skills are required
Excellent presentation skills
Strong negotiation skills

Preferred Technical and Professional Expertise

Bachelor's Degree in Information Technology or related program
Minimum of 58 years previous experience in a Technical Sales/Solution Consultant/System Engineer role.
Experience in IBM Software Solutions
Proven demonstrated skill and experience with a breadth of Data & AI technologies including two or more of the following: RedHat OpenShift, Kubernetes, Python, R, BI/Analytics tools, Data Visualization, Conversational AI, Machine Learning, Hadoop/Spark, Data Virtualization, dB2, MongoDB, Postgres, Hybrid Cloud and Public Cloud.
Ability to understand business problems, design and articulate a corresponding solution based on IBM softw