United Spinal Association Jobs

Introduction

Introduction

As a Partner Technical Specialist - Territory, your mission is to work with Ecosystem Select Clients and their Partners to identify opportunities, and progress technical sales that results in client success and IBM success.  Additionally, you will expand Ecosystem partner skills coverage for your specialty that scales success in your territory, working closely with the PTS-P and your seller.  

Your understanding of the Ecosystem GTM combined with a territory plan enables you to identify and involve the right Ecosystem Partners with the right skills for client and territory success. You will use your technical expertise to deliver POX’s on client opportunities while at the same time building the partner‘s technical capacity measured by BP POX Autonomy.

Your role and responsibilities

• Working with Select Territory Clients and their Partners, influence clients’ technology strategy through IBM Brand Solution proposals, technical proofs (POX’s) and compelling value propositions

• Win with Ecosystem Partners against competitors by co-developing a superior technical solutions that deliver maximum client business value

• Leverage client opportunities to grow the technical capability of Ecosystem Partner measured by BP POX Autonomy

• Identify technical opportunities in the territory

Progression & Deployment

• Proactively identify and engage with Ecosystem partners to progress technology opportunities in your territory resulting in the successful sale and deployment of IBM Solutions

• Collaborate with other IBM Sales roles including CE, PTS-P, teams and Ecosystem Partners on client opportunities which leverage your expert Brand Solution expertise

• Advocate the architectures that demonstrate the business value of IBM Technology

• Co-sell and collaborate with Ecosystem partners to deliver winning solutions to our clients while developing partner technical capacity

Managing Growth

• Evangelize IBM’s Hybrid Cloud and Technology Strategy and Portfolio with your clients and partners to increase adoption of IBM Technology

• Seek cross-brand selling through team account planning to maximize the penetration of IBM Solutions broadly across your territory

• Engage with partners to use reference selling, competitive positioning and early sales cycle proofs to capture and grow solution opportunities

• Proactively engage with the other Ecosystem roles to grow the technical capability of Ecosystem Partners in your brand specialty in order to scale the IBM business in your territory

Required technical and professional expertise

Professional and Technical Expertise

• Experience with IBM Technology solutions, IBM Hybrid Cloud strategy and a deep level of technical skills in the assigned brand specialty products.

• Experiential selling including co-creation and hands-on technical sales methods such as POX's for both client and partner

• Exceptional interpersonal and communication skills, and an ability to collaborate effectively with Ecosystem Partners, clients and sales professionals.

• Experience of successfully engaging with Ecosystem Partners and clients to identify, progress and win IBM Technology sales opportunities.

• Experience of working in cross-functional teams, with Ecosystem Partners and a matrix management organization.

• Build deep understanding and expertise of Ecosystem programs, Technology Sales roles, enablement offerings, tools and teams.

• Demonstrate Entrepreneurial Territory Leadership.

• Build deep brand expertise to assist partners to deliver PoX (Custom Demo, PoC, MVP, etc.) to progress opportunities.

• Technical Skills: Application Modernization (Microservices, Containerization etc, technologies), Application Development Lifecycle, Application Integration lifecycle, API management, Event Automation, Message Queuing technologies, Application Server, iPaaS, Deep understanding of evolving architectural patterns in the industry.

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Business Outcomes:

• Revenue Results of their territory

• Revenue Results of their territory

• Meet the Technical Sales KPI’s (eg POX, BP POX Autonomy, L4 badge, TAP plan completion)

• Territory Pipeline building

• BP POX and POX Opportunity Coverage

• Enablement at point of opportunity

• Skilled at territory management measured by a TAP plan and brand specialty

• Skilled at the Segment/Sub-brand level as well as overall brand