Introduction Our vision for Pre-Sales Engineering is to build “”The words best experiential technology sales team””. Pre-Sales Engineering Mission: We are the trusted technical partner for our clients. We show value by delivering a co-creation experience in order to progress opportunities to client purchase. The PTS delivers this mission and vison through by developing partner technical capacity for both Ecosystem Partners and for the Select Client Segment. As a Partner Technical Specialist, your mission is to influence and develop the Ecosystem technical capacity to positively generate repeatable scale that ultimately is reflected in an increase in IBM’s revenue. Your technical expertise (measured by skill and delivered via POX) is what differentiates you, and IBM, in the ecosystem space. Through this expertise, you expand our ecosystem partner and clients business horizons for your speciality (Cloud Platform)
Your Role and Responsibilities
Technical skills in Cloud platform Brand, Portfolio ( IaaS & Paas ) to support partner’s Sell opportunities.
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 co-developing a superior technical solution and delivering maximum client business value.
Proactively identify and engage with Ecosystem partners to progress technology opportunities in your territory resulting in the successful sale and deployment of IBM Solutions
Co-sell and collaborate with Ecosystem partners to deliver winning solutions to our clients.
Required Technical and Professional Expertise
Minimum 8-10 years of total IT solutioning experience and 4-5 years of experience in Cloud Technologies which should include both IaaS & PaaS offerings
Experiential selling including co-creation and hands-on technical sales methods such as: demos, custom demos, Proofs of concept, * Minimum Viable Products (MVPs) or other technical proofs
Build deep brand (Cloud Platform) expertise to assist partners to deliver PoX (Custom Demo, PoC, MVP, etc.) to progress opportunities.
Identifying partners with skills, expertise, and experience
Identify partner capacity and assist partners in building capacity
Defining actions, plays, campaigns and resources to Build the Territory / Partner Capacity
Exceptional interpersonal and communication skills, and an ability to collaborate effectively with Ecosystem Partners, clients and sales professionals.
Preferred Technical and Professional Expertise
Technical skills in IBM’s Cloud Platform Brand, Portfolio or other hyper-scalers technologies to support partner’s Sell opportunities
Experience of successfully engaging with Ecosystem Partners and clients to identify, progress and win IBM Technology sales opportunities.
Demonstrate how IBM Technology addresses Client, Market, and Industry trends are relevant to the partner, looking for ways to increase cross-sell opportunities for the partner.
