Introduction Technology sales at IBM is evolving its way of working to break beyond boundaries with innovative approaches.
Preferring to 'show' vs. 'tell', Client Engineering co-creates with prospective customers, in real-time, on solutions to their hardest business challenges.
As a Business Technology Leader within a Client Engineering squad, you'll partner with Technical Leaders across IBM sales teams and specialists to drive these experiential client engagements.
Being a seasoned leader and innovative strategist, you'll be the engine of business development as you qualify and prioritize Client Engineering engagements and lead the team in the execution of the client experience.
Excellent onboarding training will set you up for success, whilst ongoing development will continue to advance your career through its upward trajectory.
Our sales environment is fast-paced and supportive.
Always connected to a wider team, you'll be surrounded by other leaders and colleagues who are always willing to help and be helped - as you steer the creation of MVPs and proofs of concept (PoC) that obsess over user-centricity and business impact.
All-the-while ensuring your teams are compelling clients to continually invest in IBM's people, products, and services.
Your Role and Responsibilities The Business Technology Leader (BTL) is a 'Business Outcome Champion' in our Client Engineering agile team, working with Account Teams and IBM Technology to show how our technology will deliver client business value, by: Partnering with Account Technical Leaders (ATLs), Customer Support Managers (CSMs), Brand Sellers, and IBM Services; Engaging in experiential selling with business focused client co-creation on IBM technologies delivering quantitative (measurable) business value outcomes; Collaborating with the Account Teams on business opportunity identification and qualification for Client Engineering using Business Acumen and Technology Acumen.
Required Technical and Professional Expertise - Assist Squad Leaders in pipeline management and reporting - Opportunity Identification aligned to client strategy for technology adoption - Own engagement close-out process and engagement hand-off to other IBM teams and customers - Work as the primary driver for business value to our clients and internal IBM stakeholders - Create business value assets (business value assessments, just enough business cases, ROI calculators) - Deliver business value outcomes to customer within our engagements - Work with client business stakeholders to understand what business level outcomes the pilot process needs to deliver, and guide projects and squads to deliver that business outcome.
- Knowledge to propose appropriate IBM product extensions and linkages with other products and services to solve client business challenges - Ability to translate client needs and desired outcomes to actionable strategies and roadmaps.
- Excellent listening, analytical and communication skills.
- Spanish and English fluent.
Preferred Technical and Professional Expertise - System Thinking / Business Component Modeling needed to understand client business domain and solve problems toward outcomes - Agile Practitioner & Design Thinking Practitioner - Sales pipeline management and reporting - Strong technical knowledge base of value of Strategic IBM Technology Themes (Hybrid Cloud, AI, Quantum, Sustainability, Analyze/Modernize/Secure/Automate) 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.
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.
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