Technical Sales Engineer

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Introduction

Technical Sales are the technical experts and advisors to clients, IBM sales teams and/or IBM Business Partners. As a Technical seller, 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. This is an opportunity to shape the future for both IBM and its clients. Start your journey now!

Your Role and Responsibilities

The Technical sales professional (Secured Managed File Transfer, B2B, Information Supply Chain) will be focused on helping clients modernize and simplify their trading & business transaction environment for cost take out. Therefore, they support the sales teams to grow the share of the Managed File Transfer and Business Process Automation segments across ISA. Solutions into these segments are enabled by the Watson Supply Chain software which include Sterling B2B, Sterling File Gateway, Connect Direct, Control Center, Global Mailbox, Secure Proxy, SCBN, PEM, BTI and companion offerings as they come to market from time to time.

Responsibilities

• Thoroughly understand the B2B Collaboration process for the enterprise in securely managing their file transfers internal /external.
• Develop, Maintain and share a clear point of view on best practice for business process automation and implementation of managed file transfer solutions.
• Regularly review the competitive landscape and provide input to the sales team and offering management on challenges and opportunities in the market.
• Build close working relationships with key client stakeholders to identify opportunities for revenue growth and present to sales team for qualification and pursuit
• Develop relationships with key SI’s (as agreed with sales team) to own share of voice in the target segments.
• Collaborate with and support the IBM software coverage and Client teams in ISA.
• Effectively orchestrate the leverage the local, regional and global IBM resources in support of client pursuits and opportunity development.
• Keep the Sales team and associated sales channels up to date on the latest innovations in IBM products, their application in the target segments and competitive battle cards.
• Support sales team with the execution of their account plans and account pursuits.
• Assist with the coordination and execution of business development activities from time to time.
• Manage user group activities including bi-annual events in agreed key cities

Main Tasks

• Presentation of outcomes based product roadmaps to clients
• Present as SME at industry and client events conducted my marketing and sales teams
• Demonstrate product to clients in support of market and client activities
• Report on client utilization of IBM and competing solutions to identify new business
• Recommend solutions to problems or needs identified by self or IBM sales teams
• Pre-sales technical consulting for the development of proposed solutions
• Post-sale technical consulting where directed by the Sales team
• Manage the technical solution preparation for ELA and opportunity pursuits
• Engage with client technical stakeholders to identify new inclusions into ELA pursuits
• Weekly or Monthly updates of product developments to sales team
• Escalation of support tickets but not resolution of the same
• Maintain weekly updated record of client engagement via Sales Connect or other sales management systems as directed by management
  

Key Attributes

• Proven business acumen and ability to develop outcomes based solutions
• Strong interpersonal skills
• Excellent communication and presentation skills
• Ability to interface within a multi-brand sales organization
• Commitment to stay current with industry/sector trends
• Passionate and commitment to over achieving your quota

You will be required to engage directly with end users and business partners to help grow our in-quarter revenue through client utilization of existing software deployments, new applications with existing software, recommendation of SW solutions to discovered needs and presentation of new propositions to drive upsell and cross sell.

Your Role And Responsibilities

The Sterling Brand is part of AI Applications Business Unit and is a strategic growth play within IBM. The Sterling Brand caters to B2B Collaboration suite which includes Managed File Gateway, B2B Integrator, Secure Proxy, Control Center & IBM Transformation Extender towards Data Transformation for key industry segments for Collaboration.

We are just at the start of an exciting journey of enabling organisation to reinvent their end to end Managed File Transfer, Data Transformation & Supply Chain. Our first to market propositions include a Enterprise, Scalable Managed File Transfer Platform with Supply Chain Visibility, eInvoicing and trading partner management , Order Management & Fulfilment are creating a unique sales advantage that make this an exciting time to join the team.

Required Technical and Professional Expertise

• A Bachelors Degree or Higher or Commensurate Professional Experience
• Min 10 years consulting or pre-sales experience in MFT, Business Process Automation, Process Reengineering or IT Architecture
• Travel 50% in India South Asia, basis client engagements
  

Preferred Technical And Professional Expertise

• None
  

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.

Your Life @ IBM

What matters to you when you’re looking for your next career challenge?

Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

Impact. Inclusion. Infinite Experiences. Do your best work ever.

About IBM

IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.

Location Statement

For additional information about location requirements, please discuss with the recruiter following submission of your application.

Being You @ IBM

IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.