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Job Title: Technical Sales Specialist – Asset Management AI Apps - 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, Information Technology, Manufacturing and Production, Sales, Energy / Utilities
Job Description
Technical Sales Specialist – Asset Management AI Apps - Northeast
Introduction
Client Technical Specialists (CTP) are the technical experts and advisors to clients, IBM sales teams and/or IBM Business Partners. As a CTP 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 IBM Client Technical Specialists is a technical pre-sales specialist who provides prospects, customers, IBM business partners and the IBM’s sales team with in-depth domain, product, solutions and/or technical product expertise covering the IBM AI Applications Solutions portfolio. 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!
The CTP 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 IBM AI Apps Solutions. This role requires a consultative, solutions-focused approach that requires in-depth needs analysis (discovery), art of the possible demonstrations, customized presentations and demonstrations, and delivery of written documentation and other material to support the sales team and sales opportunities. When engaged for a specific opportunity or project, the SE role is responsible for the technical accuracy of the proposed solution.
Responsibilities of a Client Technical Specialist as trusted advisor includes:
  • Client discovery, delivering art of the possible and tailored solution demonstrations for key client stakeholders
  • Supporting responses to RFPs (request for proposals/RFPs and requests for information/RFIs)
  • Creatively prescribing solutions to help solve a client’s business initiatives and challenges
  • Communicating solution proposals at any level of the business required from a CxO to a detailed business and/or technical sponsor
  • Performs in-depth analysis/discovery of customer’s business and technical requirements and develops clear definition of the appropriate solution including business use case demonstrations, associated operational and value benefits, and overall value proposition of the IBM solution set
  • Develops, maintains, and delivers solution demonstrations to solve customer’s business and technical requirements
  • Leads and participates in pre-sales solution architecture discussions
  • Can maintain an advanced understanding of the AI Apps solutions and ecosystem
  • Knowledgeable of enterprise asset management technologies
  • 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 AI Apps solutions. 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 and associated opportunities simultaneously. Ability to learn IBM’s line of products and services. Ability to analyze and resolve business and technical challenges. Ability to negotiate and prioritize projects.


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

  • 3-5 years of experience with an AI Apps specific solution set and/or competing solutions
  • Expertise and knowledge related to the Maximo Enterprise Asset Management, Maximo Mobile, Maximo Scheduler in version 7.6 and 8.x
  • Comfortable with social selling and knowledge sharing through digital means such as linkedin, blogs and Youtube.
  • Creative and thought provocative thought leaderships qualities with a strong growth mindset.
  • Experience within one or more of the following industries: Manufacturing, Semiconductor, Automotive, Oil and Gas


Preferred Technical and Professional Expertise

  • Knowledge of Asset Performance Management within Maximo Application Suite
  • Proven expertise and knowledge of Manufacturing, Oil and Gas, or Public Utility Industries
  • Knowledge of Containerization and Kubernetes (i.e. Red Hat OpenShift)
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Contact Information
Company Name: IBM
Website:https://careers.ibm.com/job/14834284/technical-sales-specialist-asset-management-ai-apps-northeast-remote/
Company Description:

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