Brand Technical Specialist

Introduction
A Brand Technical Specialist role within Automation means working for a leader in AI-Powered products. Envision helping clients create a world with less repetitive work and more innovative decisions. Less unplanned downtime and more proactive insight. And less waiting on systems… So that their employees can invest more time on the work they love. Join us and co-create with clients on solutions that makes people more productive and improves business performance, so that they can change the world at a scale not previously possible.

Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you’ll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that will compel our clients to invest in IBM’s products and services.

Your Role and Responsibilities
The Brand Technical Specialist (Senior Solutions Architect (SSA)) role within the sales process is to fully understand a prospect’s business problem and construct a solution around that problem leveraging IBM products. The Solutions Architect exhibits a high level of sales and business maturity, operates independently in pre-sales activities and has the proven ability to quickly understand business problems and find the appropriate IBM technology offerings and differentiators.

The Brand Technical Specialist (Solution Architect) represents the highest degree of technical architecture and design expertise within the IBM technologies, process and integration solutions space.

Objectives:

• Prospect Qualification: The SSA aids in qualifying prospects to assure they are well-aligned with IBM’s go-to market product and solution capabilities.
• Presales Lifecycle Management: The SSA provides high quality, business-oriented and technical support to the sales and pre-sales team to assure the product-oriented aspects of the sales campaign are strongly aligned with the business objectives of the prospect throughout the sales cycle.

Essential Job Functions

Prospect and Customer Facing

• Own and progress opportunities through the qualification, definition, proof/evaluation, proposal and closure stages of the sales cycle with attention to timelines.
• Respond to the functional and business requirements and capabilities sections of RFI/RFPs
• Engage with the sales representative and prospect to ensure a prospect’s business needs can be addressed with IBM’s go-to market capabilities.
• Listen, understand, and analyze the prospect’s business requirements and compose, validate, and present the best possible IBM solution
• Define POC/POV or custom demonstration scenarios and map functions of IBM products to prospects’ needs
• Lead team on implementation of POC/POV’s and custom demos. Ensure the demonstration fulfills the prospect’s requirements and highlight and differentiate IBM’s capabilities.
• Define the prospect’s target architecture that fulfills their business objectives. Work with the Account Executive to structure the proposal that meets the prospect’s target architecture.

Customer-Oriented Skills

• Experience engaging with senior leaders (CxO level) on various solutions and business problems. Able to listen and analyze a prospect’s requirements and present to a compelling business value message of the proposed solution
• Demonstrated ability to present technology solutions to executive levels with a focus on solutions selling
• Ability to craft, review and augment Proof Of Concept documents, SOWs, and various project plan