Strategic Technical Liaison

As a technical specialist, you will work closely with our ecosystem partners to identify opportunities and progress technical sales, resulting in customer success and business growth for the security software business unit. You will also be responsible for identifying opportunities to expand ecosystem partner skill coverage for security software, developing understanding of the ecosystem, and leveraging technical insights to remove technical inhibitors and co-deliver demos with partners.

Additionally, you will engage with partners and clients with an opinionated point of view as an IBM technologist, providing expert advice on security software solutions that assist in building partner capability and capacity for sustained growth in the technical perspective on IBM Security Software Portfolio.

• Work with ecosystem partners to 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 clients.
• Leverage customer opportunities to grow the technical capability of the ecosystem partner.
• 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.
• Co-sell and collaborate with ecosystem partners to deliver winning solutions to customers.
• 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.

• 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 co-creation and hands-on 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 cross-functional 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.

• 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.