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Solutions Consultant

1 month ago

Auckland City, New Zealand IBM Full time

Introduction

The ‘IBM Ecosystem’ includes thousands of partners who ‘Build’ on, ‘Sell’ or ‘Service’ IBM technologies and platforms. As a Solutions Consultant/Pre-Sales Specialist (what is internally called a Partner Technical Specialist - Automation) 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 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.

Your Role and Responsibilities

As a Partner Technical Specialist - Automation, your mission is to work with Ecosystem Partners to identify opportunities, and progress technical sales, resulting in client success and business growth in your territory. Additionally, you will identify opportunities to expand Ecosystem partner skills coverage within our Automation offerings in order to scale success in your territory. Your understanding of the Ecosystem enables you to identify and involve the right Ecosystem Partners with the right skills for client and territory success.

You will leverage your technical insights to work alongside our Ecosystem Partners to remove technical inhibitors and co-deliver demos with Partners, support partner PoX, advise partners on Solution Assurance, and progress opportunities to closure. You will engage with Partners and Clients as an IBM technologist, practitioner and Automation solution expert. Partner Technical Specialist is part of the overall Ecosystem team with overall responsibility to assist in the building of partner capability and capacity for sustained growth.

Your primary responsibilities will include:
Facilitation of Pre-Sales Technical Activities: Facilitate pre-sales, experiential technical activities such as technology demonstrations and co-creation working sessions that lead to proofs of concept (PoC) and/or mínimal viable products (MVPs).

Leadership in Building Technical Skills: Lead the delivery of joint-learning activities to build technical skills and expertise of partners, enabling co-selling opportunities.

Continuous Knowledge Expansion: Continuously expand essential business, industry, technology, architecture, and competitive knowledge in Automation, Integration, hybrid cloud and AI.

Fostering a Growth-Minded Culture: Encourage a culture of growth-mindedness, co-creation, and technical eminence to deliver value that leverages industry, brand, and portfolio expertise to drive innovations that accelerate partners’ success.

Required Technical and Professional Expertise
- Experienced in Software Sales: Demonstrated experience in selling software solutions with technology business partners
- Business Partnering: Experience in collaborative co-selling through business partners, driving sales velocity, ensuring your partners have the enablement and resources required to lead with IBM Solutions.
- Communication and Collaboration: Proven excellence in people, communication, and collaboration skills, with a track record of networking and influencing, at all levels, throughout the successful closure of complex technology sales cycles, achieved both independently and through teamwork.
- Attention to Detail and System Usage: Proven discipline and attention to detail with the usage of sales management and recording systems, as well as efficient expectation setting and follow-up practices.
- Motivation and drive: You're energised by the work and motivated by seeing joint client success, your attitude is one of coaching/enablement and focus.

Preferred Technical and Professional Expertise
- Automation/Integration Software Sales Experience
- Any related development experience is highly regarded
- Understanding of IBM’s Product Suite: A strong comprehension of IBM’s extensive product suite (full training on IBM’s technologies will be provided)

About Business UnitIBM 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 par