Technical Sales SME – IBM Automation

Job Description:

This role requires a blend of technical acumen and sales expertise, making it ideal for professionals who are passionate about leveraging IBM Automation solutions to solve complex business challenges and drive client success.

As a Technical Sales Specialist specializing in Automation, you will play a pivotal role in bridging the gap between cutting-edge Automation solutions and the business needs of our clients. Your expertise in both the technical and sales aspects of IBM’s Automation portfolio, especially the Cloud Paks will enable you to craft tailored solutions, provide strategic insights, and drive the successful adoption of IBM technology across diverse industries.

Key Responsibilities:

• Collaborate with Sales Teams: Partner with the sales team to understand customer requirements and propose the most suitable Automation solutions, led by IBM products.
• Client Engagement: Engage with clients to deeply understand their business challenges and design custom solutions that seamlessly integrate with their existing systems.
• Trusted Advisor: Act as a trusted advisor to clients, offering insights into industry trends, best practices, and the latest developments in IBM technology.
• Technical Demonstrations: Lead product demonstrations, proof of concepts (POCs), and technical workshops to showcase the capabilities and value of IBM technology.
• Technical Support: Address client technical queries, providing clear and detailed explanations on how IBM solutions can solve their specific business challenges.
• Solution Design and Architecture: Design and architect Automation solutions, focused on IBM technologies when relevant, that are tailored to meet the specific needs and goals of each client.
• Proposal Development: Assist in the preparation of technical proposals, responses to RFPs, and presentations, ensuring that all technical components align with the customer’s business objectives.
• Stay Current: Keep up to date with the latest IBM Automation products, features, and industry developments to ensure you provide the most current and relevant solutions to clients.
• Build and maintain an ecosystem of delivery partners specialized in IBM Automation to ensure coverage and capability to deliver across all pillars of portfolio and solutions.
• Technical Guidance: Offer expert technical guidance and recommendations on IBM’s portfolio.
• Provide technical guidance, support, and training to project teams and stakeholders on IBM Automation best practices and methodologies.
• Strong understanding of the Automation landscape including vendors, leading Automation products, and consulting companies.
• Market Analysis: Monitor the competitive landscape, providing insights on how IBM’s solutions stack up against competitors and identifying opportunities to differentiate IBM’s offerings.
• Partner Collaboration: Work closely with IBM’s ecosystem of partners to ensure alignment with IBM’s strategy and that partner offerings complement IBM’s technology.
• Joint Solution Development: Assist in the development of joint solutions and go-to-market strategies with partners to drive successful outcomes for both IBM and its partners.

Qualifications:

• Bachelor’s degree in computer engineering, Computer Science, Information Technology, or related field.
• Proven experience in technical pre-sales or technical consulting roles with 5+ years of experience.
• Strong technical expertise in IBM Automation technologies, in particular IBM Cloud Pak for Automation.
• Excellent communication and presentation skills, with the ability to clearly convey complex technical concepts to both technical and non-technical audiences.
• Ability to build strong relationships with clients and partners, acting as a trusted advisor and consultant.
• Up-to-date knowledge of industry trends, emerging technologies, and the competitive landscape in Automation.