Introduction
A Technology Sales Leaders mission in IBM is to accelerate the adoption of IBM technology with clear industry use-cases and expertise to ensure competitive differentiation in engagements directly with clients, IBM account teams, and /or through our sales ecosystem partners.

With credibility as a knowledgeable market and industry advisor, you will earn client’s trust and respect to become their strategic technology partner. Using the knowledge of your clients’ business and industry you will identify and prioritize opportunity areas that will improve their business performance.

Being highly skilled in building and nurturing strategic client relationships, you will use your consultative style to drive the adoption and penetration of IBM’s platforms through innovative solution recommendations that leverage IBM technologies, architectures, industry content, and offerings.

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, bright minds and keen co-creators will surround you – 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.

With first-class communication and empathy, you will collaborate closely with clients to develop reliable relationships that successfully accelerate the adoption of IBM technology. You will explain how IBM’s industry leading solutions unlock the true potential of cloud and AI in their enterprises and build smarter businesses.

Your Role and Responsibilities

The incoming leader will be skilled in the following areas in order to successfully support the client:

Professional Experience

• Technical leader with deep technical expertise in Palo Alto Networks solutions

• Deeply understands IBM’s security technology and roadmaps, and how to link to the partner’s strategy.

• Accountable for accelerated growth of strategic IBM Technology & Services technical Go To Market such as:

  • Red Hat OpenShift adoption

  • Hybrid Cloud & GenAI

  • Strategic IBM Consulting services

• Influences Palo Altos’ technology strategy by articulating IBM’s technology capabilities in the context of the Strategic Partner’s business.

• Works with eco-systems of Palo Alto and IBM, to achieve exceptional results

• Skills in data security, identity and access management, risk management, threat management, cybersecurity.

Impactful Relationships

• Is recognized and accepted by the Palo Alto Executive team as advocate for leading edge technologies relevant to the Partner’s business.

• Creates and maintains enduring, trusted relationships at all levels within the partners business (including CXOs, Developers, Data Scientists, Architects), establishing IBM as an essential innovation partner.

• Educates and advises the highest levels of the Partner’s executive management, Research and Development, by applying proven expertise.

Strategic Innovation

• Embodies the entrepreneurial mindset in identifying novel yet feasible innovations that deliver client value from technology integration.

• Brings the full power of IBM to bear, serving as the single point of accountability for integration of technologies of IBM, the partner, and eco-systems partners.

• Drives adoption and penetration of IBM’s strategic platforms with initiatives that leverage IBM and Partner technologies and architectures.

Solution Co-Creation / Go To Market (GTM)

• Works systematically with the partners’ business and technical leaders and identifies innovative solutions that benefit both organizations.

• Leads co-creation of solutions, applying broad technical skills, deep domain knowledge and “out of the box” thinking.

• Leads and scales the IBM GTM with the partner from a technology point of view. Driving enablement and governance with both IBM and partner technology selling motions.

• Linkage to IBM ecosystem lab to drive technology adoption and scale GTM

Industry Expertise

• Demonstrates growth mindset and continuous learning.

• Demonstrates the value today’s and future IBM technologies can bring in the context of the partners business, strategy, and target industry.

• Stays current on IBM and Palo Alto technologies, strategies offerings, as well as market opportunities and threats.

• Positions the value and advantages of IBM’s technology versus the competition.

• Strong linkage to IBM Research.

Strong Foundation as Distinguished Engineer, Technology Thought Leader

• Technical Leadership, and a track record of successful technology innovations and implementations that are relevant to Palo Alto, are the foundation for this Strategic Partnership CTO.

• Success is supported by the the ability to communicate with c-level executives, explain in understandable ways highly contextual insights and benefits of emerging technology adoption.

Success Criteria

• Strategic Partnership Development

  • Innovation and co-creation objectives

  • Revenue growth objective

  • NPS

• Personal Development

  • Checkpoint

  • Certifications

  • Publications, Contemporary skills & expertise

Required Technical and Professional Expertise

• Security expert

• Palo Alto solutions expert

• Previous leadership

• Organizational skills

• Strategic Thinker and Problem Solver

• Excellent communication skills

• Business and industry acumen

• Ability to conduct technological analysis and research

Preferred Technical and Professional Expertise
N/A