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Introduction

A Technology Sales Engineer role (what we internally call a, 'Brand Technical Specialist') within IBM's Data & AI brand means accelerating enterprises' success by improving their ability to understand their data. It means providing solutions that enable people across organizations, in multiple roles, the ability to turn data into actionable insights without having to wait for IT. And it means selling multi-award winning software, and world-class design practices that enables business analysts to ask new questions. The answers to which are literally shaping the future and changing the world.

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 PTS-P (Partner Technical Specialist - Partner) role is responsible for proactively engaging with partners to drive IBM Technology. They work closely with partners to support deals and drive pipeline in their territory. All PTS-P are expected to complete the Ecosystem Essentials Digital Learning Guide (DLG). They should aim to be T-Shaped, understanding IBM Technology strategy while continuously developing specialist expertise. PTS-P should follow the brand technical learning path relevant to their specialism. They must have a specialism to be of value to a partner and should team together to support other PTS with their specialism. Specialist PTS have a wide T's base, being deep in their Brand, and are encouraged to develop a deep specialist sub-topic within their brand. Cross-Brand PTS have a tall T's cross-bar, must have extensive cross-Technology, TDP, Cross SW or Cross HW knowledge, and extensive architecture and strategy skills. They also have one or several T-Shaped areas of particular brand expertise as their T base.

Required education

Bachelor's Degree

Required technical and professional expertise

A Partner Technical Specialist - Partner (PTS-P) should possess the following professional and technical expertise:

• Deep knowledge in IBM Technology and Brand solutions: PTS-Ps should have a strong understanding of IBM's technology portfolio and be skilled in one or more of IBM's brands, such as Automation, Data & AI, Security, and Power.
• Hybrid Cloud technologies proficiency: PTS-Ps should be proficient in Hybrid Cloud technologies, including containerization, OpenShift (OCP), and Red Hat OpenShift Kubernetes Service (ROKS), to integrate IBM's technology perspective into partners' overall technical architectures.

Preferred technical and professional experience

A Partner Technical Specialist - Partner (PTS-P) should possess the following professional and technical expertise:

• Design Thinking, Architecture, and Development principles: PTS-Ps should be skilled in Design Thinking, Architecture, and Development principles to convince partners to adopt IBM technology into solutions, practices, and offerings.

• Understanding of Sell/Build/Service Ecosystem motions and business models: PTS-Ps should have a deep understanding of the Sell, Build, and Service Ecosystem motions and business models, including capabilities in consultative/complex technical sales, architecture design, and technology solution development.

• Proficiency in IBM sales tools and teams: PTS-Ps should be skilled in using IBM sales tools, such as TechZone and PartnerWorld, and collaborating with various IBM teams, including HCBTs, F2F sellers, and offering management, to enable partners with tools, training, and infrastructure to showcase and prove the value of IBM technology.

• Collaboration and communication skills: PTS-Ps should be able to work closely with partners, squad teams, and wider IBM teams to successfully execute their mission. They should also be able to create and maintain Partner Technical Activation Plans (PTAPs) with measurable milestones and align with Business Partner Sales (BPS) and squad teams on overall territory and brand segment plans.

• Continuous learning and development: PTS-Ps should engage in continuous learning and development, leveraging resources like IBM's Technical Specialist Profession, Skills2Lead, and Technical Career Paths. They should also participate in IBM's Basic Education, including the Channels Technical Enablement Guide, Cloud Pak Skills and Certification, Demos, IBM Credentials: Badges and Certifications, IBM Documentation and Knowledge Centers, IBM Professional Certifications, IBM Redbooks, IBM Training, Lighthouse, Northern Light, ProductPages, TechU, and TechZone.