At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.
Your Role and Responsibilities
The Hybrid Cloud Technical Seller drives consumption of IBM Cloud Platform services and technologies by applying broad and up to date technical expertise and business acumen in an enterprise solution sales environment. Responsibilities include leading product and solution briefings for clients and prospects at all levels of the organization, regularly demonstrating cloud services and features in face to face and virtual settings, gathering detailed client requirements and proposing effective cloud-based technical solutions.
As the lead technical member of the sales team, collect, validate and vet with customer the deal-specific technical, functional, and nonfunctional requirements
Develop initial technical solution strategy based upon IBM's Cloud Platform services/capabilities
Develop non-binding indicative estimate (NBIE) solution proposals to include cost cases, draft deployment timelines, technical/operational dependencies, draft architectures
Apply technical and competitive insights specific to the IBM Cloud Platform to optimize sales opportunities (also understand how to engineer solutions for leading cloud technologies and competitive offerings including, but not limited to, Amazon Web Services, Microsoft Azure, Google Cloud Platform)
Perform/execute client-facing meetings, RFP oral presentations, quarterly business reviews at client sites, and conduct hands-on solution / Cloud Platform demonstrations
Apply and continuously develop comprehensive knowledge of IBM's public cloud go-to-market strategy
Advise/write the technical elements of RFP responses, contracts and Statements of Work (SOWs) with respect to the applicable technical scope, integration points, and architectural ramifications
Develop and maintain client relationships as trusted advisor and thought leader
Cultivate and maintain relationships with business, channel and alliance partners
Achieve and maintain appropriate technical certifications in leading cloud platforms including Amazon Web Services, Microsoft Azure and/or Google Cloud Platform
Required client-related sales travel up to 25-50% (post COVID-19) -- during COVID-19 pandemic, execute meetings effectively from home via Webex
Required Technical and Professional Expertise
Minimum of 8-10 years experience in the IT industry
Minimum 3 years of Sales Engineering / solution design experience in client-facing meetings, performing technical aspects of RFP oral presentations, participating in quarterly business reviews at client sites
Experience leading in validating, vetting with customer the deal-specific technical, functional, and nonfunctional requirements
Experience engineering Cloud Platform technical solutions
Experience developing technical solution proposals, including cost estimates, draft deployment timelines, technical/operational dependencies
Strong understanding of the public cloud platform landscape, including AWS, Azure, Google Cloud Platform
Experience in conducting Cloud Platform demonstrations, solution demonstrations, and/or feature-function walk-throughs with customers in a live setting
Existing technical certification in one or more of the following: Amazon Web Services, Microsoft Azure, Google Cloud Platform
Preferred Technical and Professional Expertise
About Business UnitThis position currently sits within Global Technology Services (GTS) Infrastructure Services (IS) or a shared services function supporting GTS.
As announced in October 2020, IBM intends that its managed infrastructure services business of the GTS organization will become an independent company named Kyndryl by the end of 2021, creating two distinct and powerful market-leading companies.
Together, we will advance the vital systems that power the digital economy. Serving over 4,600 technology-intensive, highly regulated customers, including over 75% of the Fortune 100, our people will design, run, and manage the most modern and reliable technology infrastructure that the world depends on today.
We will work flexibly and in partnership with our customers to amplify business outcomes while always pushing ourselves to improve and meet all opportunities. Come join our team of diverse, devoted, and empathetic technology experts who are at the center of discovering what's next.
Please note: The final decision if this position will transition from IBM to Kyndryl is yet to be confirmed.
Your Life @ IBMWhat 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 IBMIBM'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 StatementIBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:
*12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.
*World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.
*Well-being programs to support mental and physical health.
*Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).
*Select educational reimbursement opportunities.
*Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.
*Giving and volunteer programs to benefit charitable organizations and local communities.
*Discounts on retail products, services, and experiences.
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.
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, 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.