Sales Brand Technical SME Professional Multiple Cities

A Technology Sales Engineer role ('Brand Technical Specialist') within IBM Security means providing industry-leading solutions to help our clients face into the challenges of cloud security, advanced threats, compliance and privacy, and mobile and remote security. It also ensures you're continuously developing – personally and professionally – to stay at the forefront of industry trends, and remaining as the trusted advisor our clients' success depend on. 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

This is an opportunity for a proactive and experienced GRC subject matter expert to use their extensive industry knowledge to support the pre-sales stages of business development, qualification and demonstration. The Technical Sales Specialists are responsible for designing differentiated custom solutions and presentations that will address the business needs customers have, while evoking confidence in the OpenPages platform and watsonx Platform and removing all technical objections in the sales cycle. Successful Technical Sales Specialists have a strong understanding of how our technology can resolve business issues, possess a consultative sales approach and understand the importance of teamwork. They work closely with a Regional Sales Manager to engage and understand prospective client requirements and business issues and map them to an OpenPages solution and Watsonx Platform. Key to this role is the ability to articulate the business benefits of the IBM OpenPages and Watsonx Platform solutions and how these meet and exceed specific client requirements. We are looking for a confident and articulate individual, with an appetite for travel that can engage with all levels of client representatives and confidently present the key benefits our solutions offer.

The role involves covering the IBM market segments across ISA (India South Asia) across clients spanning across Finance, Manufacturing and Retail industries.

Required education

Bachelor's Degree

Preferred education

Bachelor's Degree

Required technical and professional expertise

• Solution expert for the IBM OpenPages GRC and IBM Watsonx Platform covering watsonx.ai, watsonx.governance products.
• Familiarity with the GenAI and Industry know how specifically Finance and Manufacturing.
• Preparation of proposals and responding to RFxs.
• Presentation of the proposed solution to clients via software demonstration.
• Help define the market selling propositions for the solution, key messaging and competitor differentiators.
• Accountable for the technical delivery of sales engagements and effective management of the pre-sales process.
• Responsible for ensuring proposed solutions are achievable, profitable and realistic given client requirements.
• Working with product management colleagues to help identify market trends and functionality to aid ongoing market appeal and saleability.
• Work closely with the sales team to meet and exceed company revenue targets: prospects and solution qualification, content and product expertise.

Additionally

• Proven track record developing and delivering targeted, custom solutions and presentations, to key decision makers to address business needs across the enterprise.
• Commercial awareness, excellent client facing and interpersonal skills.
• At least 7-9 years of experience demonstrating enterprise class application software.
• Readiness to travel 25% travel annually.
• Experience with the development and implementation of an enterprise risk management framework to address governance, risk and compliance requirements.
• Working knowledge of leading reporting and business intelligence systems (Cognos, Power BI, Tableau).

Preferred technical and professional experience

• Demonstrable understanding of the solution selling methodology.
• Experience developing and implementing policies, processes and procedures to identify, assess, mitigate, monitor and report risk, in accordance with global regulations and standards such Sarbanes-Oxley, Basel, ISO and NIST.
• Bachelor's Degree.

IBM 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.

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

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 always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.