Find your next role

Introduction
Technology sales at IBM is evolving its way of working to break beyond boundaries with innovative approaches. Preferring to ‘show’ vs. ‘tell’, Client Engineering co-creates with prospective customers, in real-time, on solutions to their hardest business challenges. As the Worldwide Client Engineering Alliances & Communities Leader, you’ll partner with sales and technical teams to drive scale via internal and external alliances, as well as communities of practitioners and Client Engineering professions.

You’ll be the engine of collaboration and productivity as you find ways to establish a culture of innersource community-based development, and partnerships to scale all aspects of the pre-sales cycle from prospecting to pilots to consumption to expansion, and create a culture that drives the best outcomes for the watsonx platform in joint collaboration with IBM teams such as Product, Technology Expert Labs, Client Success Managers, IBM Consulting, IBM Research and Development.

Our sales environment is fast-paced and supportive. Always connected to a wider team, you’ll be surrounded by other leaders and colleagues who are always willing to help and be helped – as you steer the organization to obsess over collaboration, iterative refinement of alliances and go-to-market guidance, as well as community-building. All-the-while ensuring your teams are compelling clients to continually invest in IBM’s people, products, and services.

Your Role and Responsibilities
The Worldwide Client Engineering Productivity Leader is a networker, advisor, analyzer, innovator, and inspirer. With advanced knowledge of the watsonx platform capabilities, our clients’ business challenges, and the operational model within the organization, you’ll be a trusted advisor and catalyst for continuous improvement in our watsonx pilot engagements.

Your primary responsibilities will include:

• Operational Leadership: Coach diverse and high-performing technical pre-sales teams for scale and productivity, encompassing a range of digital and project delivery skills and experiences.
• Culture Development: Cultivate a culture focused on agility, pragmatism, and speed, emphasizing continuous learning and knowledge sharing to drive client success.
• Engagement Model: Take leadership in evolution of the Client Engineering Pilot Engagement Model, close-out processes and ensure smooth hand-offs.
• Industry Knowledge Sharing: Stay at the forefront of essential business, industry, and technology knowledge and apply contemporary thought leadership to client solutions for scale and productivity.
• Platforms and Tools: Identify the need for, design, build, and deploy tools for Client Engineering scale and productivity.

Required Technical and Professional Expertise

• Leadership Track Record: Proven, consistent track record of successfully leading matrixed teams and developing business within a fast-paced, complex technology sales environment.
• Communication and Collaboration Skills: Demonstrated people, communication, and collaboration skills with a documented record of executive-level networking and influencing throughout the successful closure of complex technology sales cycles, including deals of substantial value.
• AI Expertise: Extensive exposure to AI technologies and solutions, use cases, applications, and tools.
• Business Strategy and Financial Expertise: Expertise in financial modeling, business case evaluations, business, and operations strategy, with a track record of successfully applying these skills to secure and develop business in enterprise-scale sales environments.
• Agile Project Management: Demonstrated mastery of agile practices, ensuring the timely and within-budget delivery of technology projects.

Preferred Technical and Professional Expertise

• Pre-Sales Experience: Experience in the pre-sale aspect of the technology sales cycle, with a proven ability to guide clients and teams through the decision-making process.