Introduction

The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms. As a Technology Partner Specialist your purpose is to cultivate trusted-advisor Partner relationships across all these offerings, and orchestrate joint strategic plans at the partner firm level that drive IBM's wallet share and revenue growth, as well as technical enablement planning.

Co-creating on business growth plans, you'll gain Partner C-Level support for joint growth initiatives, as well as bring IBM capabilities and resources together to accelerate your partners' go-to-market success with IBM Technology offerings.

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.

Your Role and Responsibilities

As an expert in IBM's Technology offerings and Brand solutions, with depth in one or more of IBM's Brands, you'll support partners across some or all of IBM's Ecosystem Sell / Build / Service sales opportunities. Engaging directly with partners and clients in support of high value opportunities, you'll help activate partners' business development plans by engaging and pulling together in- country /market IBM sales teams and aligning with local sellers within the partner firm(s).

Your primary responsibilities will include:

• Client Relationship Management: Building a broad network of relationships within and across your assigned FSI. Brining technical experts from across the firm to address your clients digital transformation journeys. Serving as the single point of accountability for IBM product and service sales and quality, and playing a central role in resolving client critical situations.

• Technology Expertise: Leveraging broad and deep technology expertise to provide highly contextual insights into the benefits of emerging technology adoption and technical solutions to solve your clients problems. Co-creating solutions with your clients to respond to RFx requirements.

• Thought Leadership and Transformation: Providing technical thought-leadership and direction to teams for the client's transformation agenda. Bringing an outside-in perspective while recommending disruptive technologies and approaches to scale new value capture within the FSI and in partnership with the FSI as they respond to solicitations for solutions for their federal government end clients.

• Driving Sales To and Through Client: Driving sales to the client to address the client's internal transformation challenges as well as working with the client to develop a pipeline of opportunities to sell through the client to federal end customers. Sell through will require pipeline development, co-creation of solutions, co-marketing with client to federal end customer, and preparing proposal responses on technical solutions.​​​​​​

• Deep, practitioner-expertise and business domain knowledge professional in your specialist areas you will present as credible, confident, and convincing. With a perfect blend of deep technical experience and people engagement skills, you'll articulate the technology decision points (TDPs) and IBM sales plays in the context of your clients' digital transformation ambitions.

• Advocating for leading-edge technologies and digital transformation you'll pave the way for your teams' continued successes and development by bringing the full technology power of IBM to your customers. People who will be receptive because of your natural ability to create trusted and enduring relationships that establish IBM as an essential partner in solving their most difficult technical problems.

Required Technical and Professional Expertise

• Client Market/Industry Expertise: Experience technical practitioner in federal technology sales, with a track record of winning through partnership, resilience, empathy, and innovation. Knowledge of and experience with the federal sales cycle, GSA schedules, and working with or within a FSI.

• Technical Expertise: Technical knowledge around cloud, data & AI, automation, security, and storage technologies, in addition to deep industry knowledge and contemporary methods for co-creating client solutions, with and through others.

• Proven Sales Success: Have a proven successful history of selling/co-selling with partners in front of clients.

• Consistent Target Achievement and High Performance: Maintain a track record of consistently achieving targets with and through others, showcasing high performance, and challenging self and others to consistently deliver results.

• Communication and Influencing: Palpable people, communication, and collaboration skills, with a proven record networking and influencing throughout the successful closure of complex technology sales cycles (including $multi-million deals).

Preferred Technical and Professional Expertise

• FSI Experience: Experience working with or for a Federal Systems Integrator.

• Comprehensive Knowledge of IBM's Product Suite: Possess a strong understanding of IBM's product suite (full training on IBM's technologies will be provided).

• Understanding of IBM's Competitive Distinctions: Grasp IBM's competitive differentiations as well as the position of competitors in the market.

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 partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

Your Life @ IBMIn a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

About IBMIBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

Location StatementIBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

• Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being.

• Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs.

• Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law.

• Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals.

• Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences.

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.

This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you. We consider qualified applicants with criminal histories, consistent with applicable law.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

Being You @ IBMIBM 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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.