Technical Sales Specialist - Sustainability Software – Data Exchange
IBM
- Toronto, ON
- Permanent
- Full-time
Are you a self-starter, a go-getter and a leader? In the IBM Sustainability Software business unit, you will find a culture that rewards such entrepreneurial spirit! We are looking for talented, energetic individuals.
About Business Unit :
IBM 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 have a strong sense of ownership, execution, and focus on customer success!
As a Solutions Engineer at IBM, you are THE technical expert and advisor to our customers, to the sales team and to our Business Partners. You understand the customers’ business requirements, technical requirements, and competitive landscape. You apply your business insight, build and maintain customer relationships, incorporate technology and services, and ensure customer readiness for the implementation of proposed technical solutions.
This is YOUR opportunity to shape the future for both IBM and our customers, as well as for yourself. Start your journey now, by joining our amazing team of experts!Your Role and Responsibilities
The Brand Technical Specialist engages in pre-sales activity of the sales cycle including: sales/business discussions, solution discovery, solution and business assessments, solution demonstrations, pilots and Proof of Concepts. They understand the client's business requirements, technical requirements and competitive landscape as it pertains to IBM Sustainability Software’s Data Exchange portfolio. This role requires a consultative, solutions-focused approach that requires in-depth needs analysis (discovery), art of the possible demonstrations, customized presentations and demonstrations, and delivery of written documentation and other material to support the sales team and sales opportunities. When engaged for a specific opportunity or project, the BTS role is responsible for the technical accuracy of the proposed solution. Responsibilities of a Brand Technical Specialist as trusted advisor includes
- Client discovery, delivering art of the possible and tailored solution demonstrations for key client stakeholders
- Supporting responses to RFPs (request for proposals/RFPs and requests for information/ RFIs)
- Creatively prescribing solutions to help solve a client’s business initiatives and challenges
- Communicating solution proposals at any level of the business required from a CxO to a detailed business and/or technical sponsor
- Performs in-depth analysis/discovery of customer’s business and technical requirements and develops clear definition of the appropriate solution including; business use case partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
In 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?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
demonstrations, associated operational and value benefits, and overall value proposition of the IBM solution set
- Develops, maintains and delivers solution demonstrations to solve customer’s business and technical requirements
- Leads and participates in pre-sales solution architecture discussions
- Is able to maintain an advanced understanding of the Sustainability Software solutions and ecosystem
- Proficient, working knowledge of key business processes (i.e. order-to-cash, procure-to-pay), EDI standards (i.e. X12, HIPAA X12), and communications protocols (i.e. AS2, FTP/S, SFTP, and HTTPS).
- Knowledgeable in connected 3rd party space applications (for example: ERP systems, Transportation Management (TMS), and Warehouse Management Systems (WMS))
- Ensures client success through deployment strategies (i.e. Engaging services and business partners to help a customer successfully deploy the technology)
- Contributes to Opportunity Identification
The technical pre-sales specialist should have a thorough knowledge of the IBM Sustainability Software solutions. Must have a proven record of successfully understanding client issues and pulling together strategies to ensure the client is successful. Excellent customer relations; verbal and written communications skills. Ability to successfully work with sales reps to close business deals. Ability to manage multiple accounts and associated opportunities simultaneously. Ability to learn IBM’s line of products and services. Ability to analyze and resolve business and technical challenges. Ability to negotiate and prioritize projects.Required Technical and Professional Expertise
- Demonstrable extensive experience with a Sustainability Software specific solution set and/or competing solutions
- Extensive technical expertise with the applicable Sustainability Software solution set (i.e. Blockchain, Managed File Transfer, B2B/EDI, Envizi, Asset Management, IoT)
- Experience within one or more of the following industries: Financial Services, Retail, Distribution, Consumer Package Goods, Travel and Transportation
- Demonstrated knowledge of key blockchain concepts such as distributed ledgers, track and trace, smart contracts, security, privacy and cryptography.
- Knowledge of blockchain platforms and open-source projects like Hyperledger, Ethereum, Corda, etc.
- Strong experience and understanding of pre- sales support processes is a plus
- Understanding of the systems and products that make up the Sustainability Software ecosystem (i.e. Blockchain, ERP, Transportation Management, Warehouse Management, B2B/EDI, Asset Management, etc.)
- Formal sales training courses (i.e. Demo2Win, Solution Selling, Strategic Selling, Challenger Sale, Target Account Selling, Integrity Selling, etc.)
- Knowledge of Containerization and Kubernetes (i.e. Red Hat OpenShift)