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Your Role and Responsibilities
IBM Power Systems Technical Partner Architects (TPA) are responsible for assessing, enabling, and building IBM partner's technical capabilities to support pre-sales and customer engagements. The Systems TPA will work with their sales counterparts to help ensure our business partner and distributor accounts have everything needed to best leverage and use the latest Power Systems servers. The TPA should have knowledge across the Power Systems technology portfolio so they can help to grow how Power Systems are used at our partner accounts. The TPA should be able to help lead technical discussions or perform demos on how the IBM solutions could be positioned and used.
The TPA will work closely with their sales peers to manage and build relationships within the partner and distributor accounts and work to ensure partner revenue targets are met. These objectives will be met by demonstrating thought leadership for the technical sales aspects of the portfolio of Systems offerings and solutions through the assigned accounts.
We are maintaining our Americas Ecosystem Server TPA team with a technical sales specialist who will be responsible for growing and maintaining our partner accounts with a focus on the IBM Power solutions utilized in this space. This specialist will be leveraged across the Ecosystem to help sales and technical sales teams to better understand and leverage IBM Power Systems solutions and to uniquely position Power solutions for the cloud.
The Systems TPA will drive a balance of opportunity identification, opportunity progression, and technical skills enablement by:
Acting as a key member of the IBM Partner team to orchestrate between IBM technical teams and our top business partner and distributor accounts
Developing and supporting a vibrant ecosystem that is enabled use IBM Power Systems, using their products with our servers
Earning trusted advisor status with assigned clients
Embracing a culture of continuous learning, taking pride in their technical acumen, and providing measureable value to Clients and fellow IBMers
Co-creating and leading IBM Power Cloud technology and growth play initiatives for the IBM Americas Ecosystem
Openly sharing best practices and developing re-usable assets based on trending industry use cases
Supporting complex opportunities, eliminating hurdles, and delivering effective presentations, demonstrations, Proofs of Concept, and workshops that help Business Partners to close and deliver committed revenue
Linking with the field sales teams to ensure smooth transaction hand-offs and a positive client experience
Helping to promote and integrate IBM products into Business Partner solutions and supporting "first of a kind" opportunities.
Well-rounded blend of sales and technical background with an understanding of the broad range of IBM offerings
In the trenches experience with Power Systems including Red Hat Enterprise Linux, OpenShift, Kubernetes, and Power Virtual Server.
Ability to build and maintain relationships with all levels across the organization and equally comfortable dealing at technical and management/executive levels
Outward enthusiasm, client-focus, personal dedication, passion for the business, and drive to achieve
Apply an understanding of the IBM Systems strategy, industry trends, key industry players, and competitors to architect and deliver solutions that address client needs
Ability to understand business problems and provide guidance to Business Partners on strategies which will produce winning solutions that result in client business value
Experience with enabling partners and distributors around IBM strategic plays and earning trusted advisor status with them
Adept at leveraging the IBM matrix - sees the IBM matrix as an opportunity, not a challenge
Required Technical and Professional Expertise
Experience in pre-sales technical support
Experience in Power Systems technologies including Red Hat Enterprise Linux, OpenShift, Kubernetes, and Power Virtual Server
Experience in architecting infrastructure solutions for key workloads
Preferred Technical and Professional Expertise
Experience in IBM Power/Cognitive Systems
Experience in IBM Cloud Paks
Experience working with Partners
Experience in collateral development and delivery of technical training
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 @ IBMAre you craving to learn more? Prepared to solve some of the world's most unique challenges? And ready to shape the future for millions of people? If so, then it's time to join us, express your individuality, unleash your curiosity and discover new possibilities.
Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change - to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.
It's time to define your career.
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 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.