Automation Technical Sales

4 months ago

Johannesburg, South Africa IBM Full time

Introduction
“Our vision for Pre-Sales Engineering is to build “”The words best experiential technology sales team””.
Pre-Sales Engineering Mission: We are the trusted technical partner for our clients. We show value by delivering a co-creation experience in order to progress opportunities to client purchase.
The PTS delivers this mission and vison through by developing partner technical capacity for both Ecosystem Partners and for the Select Client Segment. As a Partner Technical Specialist, your mission is to influence and develop the Ecosystem technical capacity to positively generate repeatable scale that ultimately is reflected in an increase in IBM’s revenue. Your technical expertise (measured by skill and delivered via POX) is what differentiates you, and IBM, in the ecosystem space. Through this expertise, you expand our ecosystem partner and clients business horizons for your specialty (Automation)

Your Role and Responsibilities
- Technical skills in Automation Portfolio to support partner’s Sell opportunities.
- Working with Ecosystem Partners, influence clients’ technology strategy through IBM Brand Solution proposals, technical proofs, and compelling value propositions.
- Win with Ecosystem Partners against competitors by co-developing a superior technical solution and delivering maximum client business value.
- Proactively identify and engage with Ecosystem partners to progress technology opportunities in your territory resulting in the successful sale and deployment of IBM Solutions
- Co-sell and collaborate with Ecosystem partners to deliver winning solutions to our clients.
- We are open to consider Cape Town as a location with occasional travel to Johannesburg.

Required Technical and Professional Expertise
- Minimum 2 years of experience in Automation technologies.
- Work with Partners to develop solution accelerators, solving horizontal/vertical market needs.
- Experiential selling including co-creation and hands-on technical sales methods such as: demos, custom demos, Proofs of concept,
- Minimum Viable Products (MVPs) or other technical proofs
- Build deep brand expertise to assist partners to deliver PoX (Custom Demo, PoC, MVP, etc.) to progress opportunities.
- Identifying partners with skills, expertise, and experience to assist them in building capacity
- Exceptional interpersonal and communication skills, and an ability to collaborate effectively with Ecosystem Partners, clients and sales professionals.
- We are open to consider Cape Town as a location with occasional travel to Johannesburg.

Preferred Technical and Professional Expertise
- Technical skills in IBM's Automation Portfolio to support partner’s Sell opportunities
- Experience of successfully engaging with Ecosystem Partners and clients to identify, progress and win IBM Technology sales opportunities.
- Demonstrate how IBM Technology addresses Client, Market, and Industry trends are relevant to the partner, looking for ways to increase cross-sell opportunities for the partner.

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.

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

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