Account Technical Leader

Vor 3 Tagen


Zurich, Schweiz IBM Vollzeit

**Introduction**
The Account Technical Leader works hand-in-hand with the client to build and execute an IBM Client Technical Strategy (CTS) that is based on the client's business and technical challenges, strategies, and priorities. The Account Technical Leader is responsible for showcasing IBM and IBM Technology to the client. They have a deep and strong POV and are the leading advocate for the Technology Decision Points. Through the Client Technical Strategy and the Technology Decision Points, they land and expand the IBM Sales Plays in support of winning Hybrid Cloud Platform. They are the leader of the technical POV and technical engagement with the client and is responsible for:

- Direct leadership and ownership of the client experience of IBM Technology.
- Defining client use cases from their CTS, engaging the customer on co-creation, defining the architecture, and engaging IBM Client Engineering and CSM directly with the client for Workshops, MVPs, and deployment
- Direct engagement with IBM Labs and Research to showcase innovation, technology roadmaps, product feedback, etc.
- Fostering direct relationships with developers, researchers, support resources with our clients

**Your Role and Responsibilities**
The Account Technical Leader works hand-in-hand with the client to build and execute an IBM Client Technical Strategy (CTS) that is based on the client's business and technical challenges, strategies, and priorities. The Account Technical Leader is responsible for showcasing IBM and IBM Technology to the client. They have a deep and strong POV and are the leading advocate for the Technology Decision Points. Through the Client Technical Strategy and the Technology Decision Points, they land and expand the IBM Sales Plays in support of winning Hybrid Cloud Platform. They are the leader of the technical POV and technical engagement with the client and is responsible for:

- Direct leadership and ownership of the client experience of IBM Technology.
- Defining client use cases from their CTS, engaging the customer on co-creation, defining the architecture, and engaging IBM Client Engineering and CSM directly with the client for Workshops, MVPs, and deployment
- Direct engagement with IBM Labs and Research to showcase innovation, technology roadmaps, product feedback, etc.
- Fostering direct relationships with developers, researchers, support resources with our clients

Your Role and Responsibilities:
Strategic Innovation
- Influences the client’s innovation agenda, bringing an outside-in perspective and recommending disruptive technologies and approaches to scale new value capture
- Is a recognized advocate for leading edge technologies and digital transformation, with a special emphasis on select technologies
- Envisions the desired business outcomes that can be achieved through digital reinvention and modernization

Solution Co-Creation
- Orchestrates and leads the Client Engineering team to deliver compelling prototypes that lead to transformative change for the client; leads solution design, collaborating with Client Engineering team to execute the client’s technical strategy
- Drives adoption and penetration of IBM’s strategic platforms through innovative solution recommendations that leverage IBM technologies, architectures, integrated solutions and offerings to solve the client’s business challenges

Industry and technology Expertise
- Deep understanding of the industry trends and industry architectures
- Stays current on IBM technology, strategy and offerings in the industry
- Demonstrates the value IBM’s technology can bring in the context of the client’s industry/business and advantages of IBM’s technology versus the competition

**Required Technical and Professional Expertise**
We are looking for a professional with:

- Strong Architecture Skills with a POV on Technology Decision Points
- Commands respect through current technique skills (e.g., Garage method, DevOps, Design Thinking)
- Consultative selling skills (i.e.: listen first -> Bias response oriented towards IBM Technology)
- Deep skills in ALL Technology Decision Points (L3 in all, L4 in at least one TDP)
- Strong inter-personal, networking and relationship building skills for deep client relationships with key IT influencers
- Industry knowledge sufficient to translate the client strategy into IBM initiatives
- Understand how to lead, coordinate, and leverage Technical resources
- Technical pre-sales to drive demand and deal progression
- Client Engineering to drive demand
- CSMs to drive deployment and consumption

**Preferred Technical and Professional Expertise**

**About Business Unit**

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



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