Technology Sales – Brand Partner Specialist (Partner) – Data and AI

Job title: Technology Sales – Brand Partner Specialist (Partner) – Data and AI

Job description: Introduction
The ‘IBM Ecosystem’ includes thousands of partners who ‘Build’ on, ‘Sell’ or ‘Service’ IBM technologies and platforms. As a Brand Partner Specialist (Partner), your mission is to engage the right technical, co-marketing, and go-to-market enablement resources, which support your assigned partners to drive prospecting, opportunity identification, and solution co-creation for their clients.

You’ll grow revenue in your assigned Brand portfolio by increasing partner ‘Sell’ activities and overall go-to-market sales execution across all IBM territories covered by your partners. Assigned to ‘Sell’ partners by brand, you’ll influence their sales, technical, and practice leads to increase adoption and co-create on their clients’ solutions with IBM brand offerings over competitive alternatives.

Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you’ll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that will compel your partners to lead with IBM offerings when recommending solutions to their clients.

Technology Partner Architects (TPA) are the technical experts and advisors to IBM sales teams and Business Partners. As a TPA, you understand the partner’s business requirements, technical requirements, and competitive landscape. You apply your business and technical insights to build, and maintain partner relationships, leveraging IBM Cloud and Data Platform software into client-valued solutions and ensure client readiness for production release. This is an opportunity to shape the future for both IBM and its partners. Start your journey now!

Your Role and Responsibilities

With 1st class skills in developing and cultivating professional relationships, you’ll establish trusted advisor status with your assigned ‘Sell’ partners. You’ll develop partner plans for assigned key partners, which identify strategic growth areas, revenue objectives, enablement goals, and define key milestones to measure success.

A natural collaborator and networker, you’ll be the lynchpin between partner engagements and IBM’s breadth of capabilities (e.g., Hybrid Cloud Build Team, Technical Sellers, Expert Labs, Marketing) as you experientially co-create on demos and prototypes that compel clients to invest in IBM’s products, services, and people.

We’re passionate about success. If this role is right for you, then your achievements will mean that your career is flourishing, your partners are winning, and your clients are thriving. To help ensure this win-win-win outcome, a ‘day-in-the life’ of this role may include, but not be limited to…
Technical Expertise
Depth of technical skills in assigned Brands and Portfolio (e.g., Data & AI, Automation, Security & AI Apps) to support partner’s Build opportunities. Continuously expands essential business, industry, technology, and architecture.

Solution Co-Creation
Earn trust and influence partner’s tech agenda with a reputation of deep industry knowledge for assigned Brands and Portfolio. Facilitates pre-sales technical activities, e.g., joint proof of technology and demonstration between partners and IBM. Leads delivery of partner joint-learning activities to build technical skills and expertise of partners to enable co-sell motions. Coordinates with CSM to drive post-sale technical adoption and deployment.

Strategic Innovation
Champions an entrepreneurial mindset and technical eminence to deliver unique value by leveraging industry, Brand, and portfolio expertise to drive innovations to accelerate
partners’ success as a strategic technical advisor.

Measurement of Success

• Partner revenue (sell-to, sell-through, embed)
• Number of revenues contributing Partners to measure Partner capacity, skills and GTM execution
• Plan to be skilled at the highest level within their brand discipline
• Number of new Build Partner solutions with embedded IBM Technology

Your Role and Responsibilities
Partner Technical Specialist (PTS) is an Ecosystem technical role. Partner Technical Specialists possess deep Brand skills and are assigned to Partners based on revenue and growth potential. They are responsible for influencing the Partners’ technical strategy toward IBM’s Technology. PTS’s work to incorporate and embed IBM technology into Partners’ reference architectures, practices, and solutions. Partner Technical Specialist’s are responsible for identifying, designing, and implementing valued client-centric solutions; growing the capability and capacity of the overall ecosystem; and increasing Partners’ technical capabilities for demonstrating and deploying IBM Technology at scale with Partner firms’ sales and technical sellers.
IBM’s Ecosystem is seeking a Partner Technical Specialist (PTS) for Data and AI. The candidate will provide technical sales support for their territory of business partners, supporting the IBM Data and AI Software Portfolio. A self-reliant, technical leader with hands-on experience with Data and AI Technologies, is desired. Understanding of hybrid cloud deployment architectures and DevOps is important. Experienced technical professional who will deliver technology presentations, compelling demonstrations, proof-of-concepts, deep-dive discussions, and whiteboard sessions. The candidate will demonstrate the business value and technical strength of the IBM Software Portfolio to IBM Resellers, Cloud Service Providers and Managed Service Providers looking to integrate/deliver IBM software value add capabilities with their commercial solutions.
The successful candidate has technical sales, technical design, and solution delivery experience. They will collaborate with the IBM Ecosystem sales team to provide technical sales support to progress and close deals, while developing relationships with partners.

Required Technical and Professional Expertise

• Technical skill on IBM Data and AI Solutions, including IBM Cloud Pak for Data, DB2, DataStage, CDC, Cognos, Watson Knowledge Catalog, Watson Assistant, IBM Watson Discovery, Planning Analytics TM1, OpenPages GRC solution etc.
• Delivering Proof of Concepts with installation of software and building of sample application solutions
• Working with IT Architects, sellers, business partners, and units of IBM as needed to create an effective solution for clients
• Providing technical sales leadership to key accounts to promote IBM UGI software usage and development of new opportunities
• Collaborating with business partners to develop their skills and solutions
• Other responsibilities include coordination of activities with internal and external service partners, presentations on marketing and enablement events, leading local
• Product Solutions experience in the areas such as ETL/ELT, Data Quality, Master Data Management, Data Governance
• Knowledge of Red Hat OpenShift or similar container platform would be advantages

Preferred Technical and Professional Expertise

5 years of experience in a direct customer-facing technical sales role
5 years of exp. developing with IBM Data and AI technologies
Experience with, and Understanding of Cloud Architecture and DevOps(Public, Private, Hybrid, Multicloud)
Knowledge in developing web applications using Javascript, modern JS libraries, HTML5, CSS3
Core enabling technologies on LUW like containers, networking, cluster computing, scripting languages like Python/JavaScript, and Java programming

Company: IBM

Expected salary:

Location: Toronto, ON

Job date: Fri, 25 Nov 2022 23:06:56 GMT

Job Source: Careerjet.ca

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