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Account Technical Leader (m/f/x)

IBM

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 chall

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

  • Co-creates solutions with clients, applying broad technical skills, deep industry knowledge and “out of the box” thinking
  • 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

    For Internal Screening: We consider only candidates from the Technology Unit of Frank Theisen.”



    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 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.



    Your Life @ IBM

    Are you craving to learn more? Prepared to solve some of the world’s most unique challenges? And ready to shape the future for millions of people? If so, then it’s time to join us, express your individuality, unleash your curiosity and discover new possibilities.

    Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change – to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.

    It’s time to define your career.



    About IBM

    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.



    Location Statement

    IBM wants you to bring your whole self to work and for you this might mean the ability to work flexibly. If you are interested in a flexible working pattern, please talk to our recruitment team to find out if this is possible in the current working environment.



    Being You @ IBM

    IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

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