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Introduction

As a Partner Technical Specialist, your mission is to work with Ecosystem Partners to identify opportunities, and progress technical sales, resulting in client success and IBM Technology business growth in your territory.

Additionally, you will identify opportunities to expand Ecosystem partner skills coverage for your specialty in order to scale success in your territory. Your understanding of the Ecosystem enables you to identify and involve the right Ecosystem Partners with the right skills for client and territory success. You will leverage your technical insights to work alongside our Ecosystem Partners to remove technical inhibitors and co-deliver demos with Partners, support partner PoX, advise partners on Solution Assurance, and progress opportunities to closure. You will engage with Partners and Clients with an opinionated point of view as an IBM technologist, practitioner and brand specialty solution expert.

Partner Technical Specialist is part of the overall Ecosystem team with overall responsibility to assist in the building of partner capability and capacity for sustained IBM growth.

This is an opportunity to shape the future for both IBM and its clients. Start your journey now!

Your role and responsibilities

With the primary goal of expanding the capability and capacity of the overall Ecosystem, and depending on the market and /or partner growth opportunity, you'll cover all or a combination of IBM's 'Build', 'Sell' and 'Service' opportunities,

Part technical consultant, you'll build trust, understand the value of our partners' offerings, and co-create solutions that demonstrate the value of our relationship. All-the-while building confidence that motivates partners to include IBM solutions at the heart of their client proposals.

Your primary responsibilities will include:

• Facilitation of Pre-Sales Technical Activities: Facilitate pre-sales, experiential technical activities such as technology demonstrations and co-creation working sessions that lead to proofs of concept (PoC) and/or minimal viable products (MVPs).

• Leadership in Building Technical Skills: Lead the delivery of joint-learning activities to build technical skills and expertise of partners, enabling co-selling opportunities.

• Continuous Knowledge Expansion: Continuously expand essential business, industry, technology, architecture, and competitive knowledge in Kubernetes, Red Hat, Docker, Cloud Foundry, Cloud Native Security, and Infrastructure.

• Fostering a Growth-Minded Culture: Encourage a culture of growth-mindedness, co-creation, and technical eminence to deliver value that leverages industry, brand, and portfolio expertise to drive innovations that accelerate partners' success.

Required education

Bachelor's Degree

Preferred education

Bachelor's Degree

Required technical and professional expertise

• Deep Technical Expertise in Chosen Brand's Product Portfolio:

• Demonstrable client-facing, deep technical subject matter expertise within your chosen brand's product portfolio.(e.g. Observability tools, FinOps, AIOps, etc.) with the ability to engage in complex, architectural conversations.

• Excellence in Communication and Collaboration: Provable excellence in people, communication, and collaboration skills, with a track record of networking and influencing, at all levels, throughout the successful closure of complex technology sales, achieved both independently and through teamwork

• Attention to Detail and System Usage: Proven discipline and attention to detail with the usage of sales management and recording systems, as well as efficient expectation setting and follow-up practices

Preferred technical and professional experience

• IT Automation Market Expertise: Proven expertise in the IT automation market, with a strong track record of building trust as a reliable advisor to clients.

• Hands-on Experience with IBM Automation Products: Practical experience with IBM Automation tools such as Tivoli Monitoring, Instana, Turbonomic, Apptio, and Cloud Pak for AIOps.

• Infrastructure Operation Automation Skills: Proficient in automation technologies including Terraform and Ansible.

• Cloud and Container Platform Experience: Experienced in managing Kubernetes (K8s), OpenShift Container Platform (OCP), and major cloud platforms such as AWS, GCP, and Microsoft Azure.

• English Proficiency: Able to communicate effectively in both spoken and written English.

• Public Speaking Experience: Experience delivering presentations at external seminars.