Partner Technical Specialist

1 semana atrás

São Paulo, São Paulo, Brasil IBM Tempo inteiro

Introduction

Pre-sales technical expert in IBM Security Software Solutions who will work with our Ecosystem Partners to identify opportunities and progress technical sales, resulting in customer success and business growth for IBM Technology's Security Software business unit in your territory.

In addition, identify opportunities to expand Ecosystem Partner skill coverage for Security Software to scale success in your territory.

Develop understanding of the Ecosystem to enable you to identify and engage the right Ecosystem Partners with the right skills for customer and territory success.

Leverage technical insights to work alongside our Ecosystem Partners to remove technical inhibitors and co-deliver demos with Partners, support them in executing their PoX (Proof of eXperience), advise them on the Solution Assurance process and opportunities for progress to close.

Engage with Partners and Clients with an opinionated point of view as an IBM technologist, professional should be expert in security software solutions that will assist in building partner capability and capacity for IBM's sustained growth in the technical perspective on IBM Security Software Portfolio

Your Role and Responsibilities
Business Development

  • Working with our Ecosystem Partners, influence customer technology strategy through IBM branded solution proposals, technical proof and compelling value propositions.
  • Win with Ecosystem Partners against competitors by developing superior technical solutions and delivering maximum business value to the client
  • Leverage customer opportunities to grow the technical capability of the ecosystem partner
Progression and Deployment

  • Proactively identify and engage with ecosystem partners to develop Security Software technology opportunities in their territory, resulting in the successful sale and deployment of IBM solutions.
  • Collaborate with other IBM functions, teams and ecosystem partners on customer opportunities that leverage their specialized branded solutions expertise.
  • Champion architectures that demonstrate the business value of IBM technology.
  • Cosell and collaborate with ecosystem partners to deliver winning solutions to our customers.
Managing growth

  • Spread the IBM Security Software strategy and portfolio with your customers and partners to increase adoption of IBM technology.
  • Pursue selling across IBM business units through team account planning to maximize penetration of IBM solutions throughout your territory.
  • Engage with partners to use referral selling, competitive positioning and early proof of sales cycle to capture and increase solution opportunities.
  • Proactively engage with the other Ecosystem functions to increase the technical capability of Ecosystem Partners in IBM Security Software solutions to scale IBM business in your territory.
Todas as vagas são elegíveis para pessoas com deficiência e reabilitados

Required Technical and Professional Expertise:

  • Experience with IBM Technology solutions, IBM Hybrid Cloud strategy and a deep level of technical skills in IBM Security Software's specialized products.
  • Technical expert in IBM Security Solutions or competing software market
  • Experiential selling, including cocreation and handson technical sales methods such as: demonstrations, custom demos, proofs of concept, minimum viable products (MVPs) or other technical proofs.
  • Exceptional interpersonal and communication skills and ability to collaborate effectively with Ecosystem Partners, customers and sales professionals.
  • Experience successfully engaging with ecosystem partners and customers to identify, progress and win IBM technology sales opportunities.
  • Experience working in crossfunctional teams, with Ecosystem Partners and a matrix management organization.
  • Develop deep knowledge and experience in ecosystem programs, technology sales functions, enablement offerings, tools and teams.
  • Demonstrate entrepreneurial leadership in the territory.
  • Develop deep brand knowledge to help partners provide PoX (Proof of eXperience = proof of experience) as a custom demo, PoC (Proof of Concept), MVP, etc., for advancement opportunities.

Preferred Technical and Professional Expertise:

  • Understanding of the information security threat landscape, typical attack vectors and common solution technologies available in the industry.
  • Understanding of common compliance policies and how IBM solutions meet these requirements.
  • Have knowledge of technical solution design and architecture for security solutions, including product sizing and technical and quality assurance processes.
  • Abilities to present and articulate competitive differentiators relevant to specific scenarios.
  • Skills to present the value proposition of highly technical solutions to customers.
  • Understand and be able to articulate implementation processes and customer best practices to reduce implementation risk and accelerate turnaround time.
  • Abilities to work cohesively with

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