Client Technical Sales Specialist (Hardware Systems)
Client Technical Specialists (CTP) are the technical experts and advisors to clients, IBM sales teams and/or IBM Business Partners. As a CTP you understand the client's business requirements, technical requirements and/or competitive landscape. 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!
Your Role and Responsibilities
Identify new opportunities for POWER and be able to articulate the business advantages using POWER will bring
Position POWER solutions for Cloud, Cognitive, AI and SAP proactively with the client
Act as a platform technical consultant with responsibility for high level solution design and architectures
Have responsibility to ensure the IBM solution is aligned to the clients requirements and is fit for purpose
Involve IBM Systems lab services for both pre and post sales activities as appropriate
Partner with SWG on client engagements to position POWER as the default infrastructure of choice
Partner with other LoBs (S&D, GBS, GTS) on a regular basis to ensure a unified "one IBM" account strategy
Become the clients trusted advisor for all things POWER related (Hardware, firmware, virtualisation, AIX, Linux, IBM)
Anticipate, capture and validate future client requirements in advance of RFPs being released
Differentiate and articulate the IBM POWER platform / solutions against the competition
Identify and proactively remove technical inhibitors to the sale of IBM solutions as early as possible
Propose and use sales accelerators (Demos, PoT, PoC, labs and Centers of Competency) when appropriate
Define, scope and run PoT & PoC's
Educate clients on IBM product announcements and enhancements
Build local relationships with key ISVs, SI, MSPs and BPs where appropriate
Build relationships with key business contacts inside clients
Acquire and apply industry knowledge and insight
Support POWER sales plays defined by worldwide and IOT management
Drive client adoption of the latest releases of IBM Systems system software and hardware
Required Technical and Professional Expertise
- Be able to demonstrate POWER solutions to clients with a clear story, product positioning and value proposition
- Ability to position IBM POWER platform / solutions against competition
- Be able to position POWER solutions in relation to the scale out and high end market
- Be able to position the POWER AIX and Linux strategy
- A minimum of level 3 POWER skills/knowledge of
- POWER Product range
- High availability and clustering solutions
- PowerVM & PowerKVM
- Operating System skills (Enterprise AIX or IBM i)
- Knowledge and basic hands on skills in selected distribution of Linux Enterprise edition (Redhat, SUSE or Ubuntu)
- Be able to position Platform Computing and Elastic storage solutions and how they leverage POWER technology
- Be able to position, scope and document a PoT & PoC
- Good understanding of IT infrastructures and IBM infrastructure solutions
- Understand and positioning of IBM Cloud, Cognitive, AI and SAP solutions for POWER
- Understanding of IBM sales, support and services processes
Preferred Technical and Professional Expertise
- Presentation skills
- Good spoken and written English skills
- Proven ability to work in teams and achieve results.
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 supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
Your Life @ IBM
What matters to you when you're looking for your next career challenge?
Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities - where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust - where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.
Impact. Inclusion. Infinite Experiences. Do your best work ever.
IBM's greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.
For additional information about location requirements, please discuss with the recruiter following submission of your application.
Being You @ IBM
IBM 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, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.