Technical Sales Specialist

Introduction

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Your Role and Responsibilities

The IBM Sustainability Technical Sales Specialist is a technical pre-sales specialist who provides prospects, customers, IBM business partners and the IBM's sales team with in-depth domain, product, solutions and/or technical product expertise covering the IBM Sustainability Software solution portfolio. This portfolio includes solutions such as Envizi, Maximo, TRIRIGA, Environmental Intelligence Suite. You apply your business insights, build and maintain client relationships, incorporate hardware, software and services into client-valued solutions and ensure client readiness for the implementation of technical solutions. This is an opportunity to shape the future for both IBM and its clients. Start your journey now

The Sustainability Technical Specialist engages in pre-sales activity of the sales cycle including sales/business discussions, solution discovery, solution and business assessments, solution demonstrations, pilots and Proof of Concepts. They understand the client's business requirements, technical requirements and competitive landscape as it pertains to the IBM Sustainability Software solution pillar. This role requires a consultative, solutions-focused approach that requires in-depth needs analysis (discovery), art of the possible demonstrations, customized presentations and demonstrations, and delivery of written documentation and other material to support the sales team and sales opportunities. When engaged for a specific opportunity or project, the Technical Specialist role is responsible for the technical accuracy of the proposed solution.

As this solution suite is large and comprised of many different individual solution components, when applicable, the Sustainability Partner Technical Specialist will also pull in other resources such as solution focused SMEs, Partners, etc. to help drive a successful technical solution review with our clients.

Responsibilities of the Sustainability Technical Sales Specialist:

• Client discovery, delivering art of the possible and tailored solution demonstrations for key client stakeholders.

• Supporting responses to RFPs (request for proposals/RFPs and requests for information/RFIs)

• Creatively prescribing solutions to help solve a client's business initiatives and challenges.

• Communicating solution proposals at any level of the business required from a CxO to a detailed business and/or technical sponsor.Coordinating and collaborating with internal and external SMEs (IBM'er and partners) to drive more detailed solution focused discussions.

Key Responsibilities:

• Performs in-depth analysis/discovery of customer's business and technical requirements and develops clear definition of the appropriate solution including business use case demonstrations, associated operational and value benefits, and overall value proposition of the IBM solution set.

• Develops, maintains and delivers solution demonstrations to solve customer's business and technical requirements.

• Ensures client success through deployment strategies (i.e. Engaging services and business partners to help a customer successfully deploy the technology)

• Develop business partners to be self-sufficient to conduct Sustainability business.

• Contributes to Opportunity Identification

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Required Technical and Professional Expertise

To be a successful Partner Technical Specialist you will have background in technical sales, technical design, and solution delivery experience. You will be a self-reliant, technical leader with hands-on experience with sustainability, with an understanding of hybrid cloud deployment architectures and DevOps is important.

• Bachelors' Degree or equivalent preferably in IT or any other technical field

• Ability to engage in face-to-face client engagements when appropriate.

• Strong Oral, Written Communication, and Presentation Skills

• Eagerness to seek and build new skills

• Ability to successfully work with sales reps, SMEs and business partners to close business deals.

• Ability to manage multiple accounts and associated opportunities simultaneously.

• Spanish and English

Preferred Technical and Professional Expertise

• Knowledge of ESG and sustainability concepts.

• Knowledge of sustainability reporting regulations: CSRD, ..

• Knowledge of ESG reporting solutions: Envizi ESG Suite, Workiva, Sigris, ...

• Knowledge of asset management processes and tools, as Maximo.

• Knowledge of Containerization and Kubernetes (i.e. Red Hat OpenShift)

About Business UnitIBM Software infuses core business operations with intelligence-from machine learning to generative AI-to help make organizations more responsive, productive, and resilient. IBM Software helps clients put AI into action now to create real value with trust, speed, and confidence across digital labor, IT automation, application modernization, security, and sustainability. Critical to this is the ability to make use of all data, because AI is only as good as the data that fuels it. In most organizations data is spread across multiple clouds, on premises, in private datacenters, and at the edge. IBM's AI and data platform scales and accelerates the impact of AI with trusted data, and provides leading capabilities to train, tune and deploy AI across business. IBM's hybrid cloud platform is one of the most comprehensive and consistent approach to development, security, and operations across hybrid environments-a flexible foundation for leveraging data, wherever it resides, to extend AI deep into a business.

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Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

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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 wants you to bring your whole self to work and for you this might mean the ability to work flexibly. If you are interested in a flexible working pattern, please talk to our recruitment team to find out if this is possible in the current working environment.

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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.