brand Technical specialistIbm

Introduction
Technical Sellers are the technical experts and advisors to clients, IBM sales teams and/or IBM Business Partners. As a Technical Seller 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
Brand Technical Specialist is a solution and subject matter expert that leads the technical architecture and solution sale of a specific brand or component of technology.
Confident and opinionated on how the application of IBM technologies, infusion of modern IT architectures, integrated solutions and offerings will solve clients' business challenges, accelerate success and deliver extraordinary value
Hands on practitioner with a focus on customized experiential selling - "Show me don't Tell me" approach
Maintain strong platform and offering knowledge and articulates the value proposition / ROI, competitive landscape, and relevant use cases to drive sales
Create and deliver technical proof points through technical accelerators - POC, POT, Demo, Workshops and MVPs
Top 4 KPIs:
Achieve revenue targets
Technical OI
Progression as measured by technical activities, e.g., number of demos / PoCs completed, and experiential selling, e.g., Client Engineering engagements completed
Client NPS and qualitative feedback
Business Development
Creates new opportunities (OI) through client intimacy and ability to identify new use cases to demonstrate IBM technology differentiated value
Develops technical account plan and roadmap, aligned to strategic opportunities
Understands client business and technical strategy, and is actively able to technically influence client that IBM is the trusted, best fit partner for strategic initiatives
Progression and Deployment
Leveraging technical activities and accelerators, progress opportunities through hands on demonstrations and teaching moments by experientially selling
Drives adoption and penetration of strategic capabilities through innovative solution recommendations that leverages the IBM technology platform that solve business challenges
Partner with Customer Success Manager's team on deployment and adoption post sales
Managing Growth
Positions the value and advantages of specialty offering's key capabilities versus the competition, while leveraging IBM's strategic platform demonstrating how IBM's technologies are best able to align to client's IT transformation priorities
Opens the door for cross brand selling
Required Technical and Professional Expertise
Business Development - Ability to identify, create and progress new opportunities as measured by Tech OI; includes cross brand opportunity identification in synergy areas.
Strong brand specific technical skills and deep knowledge in least one of the specialty domains (L3)
Ability to customize and deliver client demos and POCs to progress opportunities leveraging Tech Zone.
Experiential selling - ability to value sell the technology in a compelling way to teach and challenge clients (Show not Tell) with a confident and opinionated point of view.
Understand how to leverage technical accelerators to win architectural battles and Technology decision points
Ability to deploy intended and new use cases by partnering with CSM team to help clients adopt
Ability to enable and assist Ecosystem on IBM technologies and TDPs to expand scale and reach
Preferred Technical and Professional Expertise
Consultative sales approach; strong team player
Demonstrated written and oral communication skills, detail oriented approach to problem solving
Solid programming/scripting skills
IBM

Taguig City, Metro Manila
Permanent
Full-time