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Introduction

A Brand Technical Specialist role within Automation means working for a leader in AI-Powered products. Envision helping clients create a world with less repetitive work and more innovative decisions. Less unplanned downtime and more proactive insight. And less waiting on systems... So that their employees can invest more time on the work they love. Join us and co-create with clients on solutions that makes people more productive and improves business performance, so that they can change the world at a scale not previously possible.

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 our clients to invest in IBM's products and services.

Your Role and Responsibilities

The Brand Technical Specialist (Senior Solutions Architect (SSA)) role within the sales process is to fully understand a prospect's business problem and construct a solution around that problem leveraging IBM products. The Solutions Architect exhibits a high level of sales and business maturity, operates independently in pre-sales activities and has the proven ability to quickly understand business problems and find the appropriate IBM technology offerings and differentiators.

The Brand Technical Specialist (Solution Architect) represents the highest degree of technical architecture and design expertise within the IBM technologies, process and integration solutions space.

Objectives:

• Prospect Qualification: The SSA aids in qualifying prospects to assure they are well-aligned with IBM's go-to market product and solution capabilities.

• Presales Lifecycle Management: The SSA provides high quality, business-oriented and technical support to the sales and pre-sales team to assure the product-oriented aspects of the sales campaign are strongly aligned with the business objectives of the prospect throughout the sales cycle.

Essential Job Functions

Prospect and Customer Facing

• Own and progress opportunities through the qualification, definition, proof/evaluation, proposal and closure stages of the sales cycle with attention to timelines.

• Respond to the functional and business requirements and capabilities sections of RFI/RFPs

• Engage with the sales representative and prospect to ensure a prospect's business needs can be addressed with IBM's go-to market capabilities.

• Listen, understand, and analyze the prospect's business requirements and compose, validate, and present the best possible IBM solution

• Define POC/POV or custom demonstration scenarios and map functions of IBM products to prospects' needs

• Lead team on implementation of POC/POV's and custom demos. Ensure the demonstration fulfills the prospect's requirements and highlight and differentiate IBM's capabilities.

• Define the prospect's target architecture that fulfills their business objectives. Work with the Account Executive to structure the proposal that meets the prospect's target architecture.

Customer-Oriented Skills

• Experience engaging with senior leaders (CxO level) on various solutions and business problems. Able to listen and analyze a prospect's requirements and present to a compelling business value message of the proposed solution

• Demonstrated ability to present technology solutions to executive levels with a focus on solutions selling

• Ability to craft, review and augment Proof Of Concept documents, SOWs, and various project plans involving IBM technologies.

• Ability to define architecture, design and oversight of key national projects, providing guidance and knowledge transfer to field resources.

• Able to work independently and multi-task while managing multiple opportunities at a time

• Ability to guide and consult customers on various levels of the organization.

Business and Leadership Skills

• Demonstrate a team attitude and leadership

• Ability to act as a mentor due to outstanding character, judgment and knowledge

• Excellent written and verbal communication skills

• Proven ability to manage time and deliver on deadlines

• Experience developing and presenting clear and concise product briefings

• Proven ability to unearth business requirements & Drivers

• Proven ability to map business drivers & initiatives to technology offering & differentiators

• Ability to lead Discovery and Customer First Assessment Meetings to identify business value and ROI for complex business challenges

Technology and Consultative Skills

• Strong understanding of IBM's Products including internal Architecture, with an ability to leverage these in the sales cycle.

• Strong experiences with implementation of IBM technologies in customer projects or Proof of Concepts.

• Provide planning, architecting and managing of solutions to highly complex problems and challenges

• Expert in providing best practices to customers and helping with IT Strategy and implementation planning - capacity, servers, deployment etc.

• Strong understanding and speaking knowledge about IBM's platform or related platforms in the market

• Lead customer and internal Technical and Business meetings to guide attendees to a common goal.

Required Technical and Professional Expertise

• Multiple years of practical architecture and design experience Integration technologies

• Multiple years in Consulting management role including, business development, mentoring, technology solutions development, basic marketing and relationship management

• Strong hands-on experience with IBM StreamSets

• Understanding of business infrastructure technology, network architectures and distributed computing

• Firm understanding and hands on experience with Cloud providers i.e. Amazon, Microsoft, Google, IBM, Oracle etc.

• Competency in various languages (e.g. Java, C/C++, Node.js, Python, R, Swift, .NET)

• Experience with Business Infrastructure concepts and technologies (SOA, Microservices, Docker, Kubernetes, VMWare etc... )

• Proven track record in handling multiple customers/opportunities at the same time and driving the opportunities to a successful sales closure.

Preferred Technical and Professional Expertise

• Expertise in the Automation Market: Demonstrated knowledge and proficiency in the automation market, enabling you to consult with clients and build trust (training on IBM's Automation offerings will be provided).

• Degree in Computer Science, Mathematics, Engineering

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.

Your Life @ IBMIn a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

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.

Are you ready to be an IBMer?

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 offers a competitive and comprehensive benefits program. Eligible employees may have access to:

• Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being.

• Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs.

• Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law.

• Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals.

• Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences.

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.

This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you. We consider qualified applicants with criminal histories, consistent with applicable law.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

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.