Introduction
We live in an era of remarkable change and opportunity. Businesses in every industry need a secure AI infused hybrid cloud platform to deliver insights and enriched customer experiences. IBM is at the forefront of leading that change and is currently seeking an IBM Z Hardware Brand Technical Specialist to lead and engage with our clients in their digital transformation journey with the most advanced computing platform – the IBM Z platform. IBM Z is the premier platform for mission-critical applications and provides the highest-level of data privacy, security, and resiliency for our clients computing infrastructure.

The ‘IBM Ecosystem’ includes thousands of partners who ‘Build’ on, ‘Sell’ or ‘Service’ IBM technologies and platforms. As a Partner Technical Specialist your purpose is to influence your partners’ technical strategies, working to incorporate and embed IBM’s technology portfolio into Partner’s reference architectures, practices, and solutions versus competition.
As a deeply technical seller, you’ll increase your partners’ technical capabilities by enabling their sales and technical sellers to experientially demonstrate IBM Technology at scale with your clients.
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 your partners to lead with IBM offerings when recommending solutions to their clients.

IBM Z Hardware Brand Technical Specialists are the technical experts and advisors to clients, IBM sales teams and/or IBM Business Partners. 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

Your Role and Responsibilities

With the primary goal of expanding the capability and capacity of the overall Ecosystem, and depending on the market and /or partner growth opportunity, you’ll cover all or a combination of IBM’s ‘Build’, ‘Sell’ and ‘Service’ opportunities,
Part technical consultant, you’ll build trust, understand the value of our partners’ offerings, and co-create solutions that demonstrate the value of our relationship. All-the-while building confidence that motivates partners to include IBM solutions at the heart of their client proposals.

Your primary responsibilities will include:
Developing trusting relationships, you’ll work with clients to shape the future of their technology landscape.
As we help you combine your technical education with consultative sales best practices, you will accelerate enterprises’ success by providing award winning solutions across Cloud, Data & AI, Security and Automation.
Your primary responsibilities will include:

• Solution-Selling: Learn and employ solution-selling techniques to identify and engage decision makers and influencers, qualify business opportunities, and respond to clients’ needs.
• Client Management: Manage a dedicated client set and define, confirm and communicate the differentiated value of IBM’s technology at both the technical and business level.
• Sales Process Management: Manage the entire sales process and ensure delivery against KPIs, with a strong emphasis on new business sales, while expanding existing accounts.
• Collaboration with IBM Ecosystem: Collaborate with the broader IBM sales ecosystem, from Marketing to Sales and technical colleagues, to IBM Business Partners, in order to build sales campaigns and incremental pipeline.

Travel Required: Up to 20% or 1 day a week

Required Technical and Professional Expertise

To be successful in this role, you will need:

• Technical Education: Completed technical degree such as Security, Computer Science, Engineering, Information Systems, or a related field.
• Communication Skills: Possess excellent communication and presentation skills that are engaging, compelling and influential.

Preferred Technical and Professional Expertise
Depth and breadth of knowledge regarding the Security market in order to consult and advise, and quickly grow your reputation as your clients’ credible, trusted advisor. (Training on IBM’s Security offerings is provided)