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Job Title: Technical Sales Specialist – AI Apps B2B Collaboration - Northeast
Company Name: IBM
Location: Cambridge, MA
Position Type: Full Time
Post Date: 01/26/2022
Expire Date: 05/22/2022
Job Categories: Computers, Software, Consulting Services, Engineering, Information Technology, Sales, Transportation, Warehousing, Research & Development
Job Description
Technical Sales Specialist – AI Apps B2B Collaboration - Northeast
Solutions Engineers (SE) are the technical experts and advisors to clients, IBM sales teams and/or IBM Business Partners. As a SE you understand the client’s business requirements, technical requirements and/or competitive landscape. You apply your business insights, build and maintain client relationships, incorporate hardware, software and services into client-valued solutions and ensure client readiness for the implementation of technical solutions. This is an opportunity to shape the future for both IBM and its clients. Start your journey now!

Your Role and Responsibilities
The Solutions Engineer engages in pre-sales activity of the sales cycle including: sales/business discussions, solution discovery, solution and business assessments, solution demonstrations, pilots and Proof of Concepts. They understand the client’s business requirements, technical requirements, and competitive landscape as it pertains to the Sterling B2B Collaboration Solutions and can craft those requirements into compelling proposals for IBM customers.

This role requires a consultative, solutions-focused approach that requires in-depth needs analysis, customized presentations and demonstrations, and delivery of written documentation and other material to support the sales team. When engaged for a specific opportunity or project, they are responsible for the technical accuracy of the proposed solution.

Responsibilities of a Solutions Engineer as trusted advisor includes:

  • Client discovery, delivering tailored solution demonstrations for key client stakeholders Supporting responses to RFPs (requests for proposals) and RFIs (requests for information).
  • Creatively prescribing solutions to help solve business problems
  • Communicating these proposals at any level of the business required. Focus on high levels of client engagement pertaining to gaining technical wins of the IBM Sterling B2B Collaboration Solutions in a presales capacity
  • Demonstrate characteristics of a growth mindset, curiosity, creativity, and persistence.

Key Responsibilities

  • Performs in-depth analysis of customer’s business and technical requirements and develops clear definition of the appropriate solution including operational benefits, value benefits, scenarios, and value proposition
  • Develops and maintains product demonstration systems and assists other areas of the company in development of product demo systems
  • Leads and participates in solution architecture discussions and maintains an advanced understanding of the B2B Collaboration ecosystem including Supply Chain, EDI, Managed File Transfer, Value Added Networks, Systems Integration, Data Transformation, Transaction Visibility, and Hybrid Deployments including Cloud and Container technology
  • Ensures client success through deployment strategies (i.e. Engaging services and business partners to help a customer successfully deploy the technology)
  • Contributes to Opportunity Identification

Additional Information

  • The technical pre-sales specialist should have a thorough knowledge of the B2B electronic commerce.
  • Must have a proven record of successfully understanding client issues and pulling together strategies to ensure the client is successful.
  • Excellent customer relations; verbal and written communications skills. Ability to successfully work with sales reps to close business deals.
  • Ability to manage multiple accounts simultaneously.
  • Ability to learn IBM’s line of products and services.
  • Ability to analyze and resolve problems.
  • Ability to negotiate and prioritize projects.
  • Travel (when resumed) up to 50% or 3 days a week (home on weekends- based on project requirements)

Preference to hire in one of the following cities with flexibility to reside in reasonable commutable distance:
Boston MA, Buffalo NY, New York NY, Philadelphia PA, Pittsburgh PA, Stamford CT, Columbus OH, Cincinnati OH, Cleveland OH, or within the states of Maine, New Hampshire, Rhode Island, New Jersey.

Required Technical and Professional Expertise

  • At least 5 years of experience with IBM and/or competing B2B collaboration solutions. Pre-sales consulting and/or implementation experience is a plus
  • Extensive knowledge around Managed File Transfer and associated protocols (AS/2, SFTP etc) and Business Systems Integration technologies
  • Experience with Data Transformation technologies and common file formats including X12, XML, iDOC and JSON

Preferred Technical and Professional Expertise

  • Experience with the Sterling B2B collaboration portfolio including one or more of B2B Integrator, Sterling File Gateway, Connect:Direct, Control Center, Transformation Extender, and Secure Proxy
  • Understanding of the systems and products that make up the Supply Chain ecosystem (Order Management, ERP, Transportation Management, Warehouse Management, B2B Collaboration, MFT etc.)
  • Experience with Cloud and container technologies such as Docker, Kubernetes and OpenShift
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Contact Information
Company Name: IBM
Company Description:

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