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Introduction

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.

Your role and responsibilities

Account Technical Leader comfortably acts as the trusted technical advisor to IBM and /or 3rd party Partner clients. Collaborating across pre- and post-sales teams, you'll help set the most appropriate technology strategy and solution design to complement clients' present and future needs.

Your primary responsibilities will include:

• Cultivating Collaborative Culture: Cultivate a growth mindset to foster a collaborative and resilient results-oriented culture with a passion for winning.

• Product Adoption: Help land and expand adoption of products across IBM's portfolio by demonstrating value in the context of clients' business, industry, and competitor landscape.

• Client Technology Experience: Own and lead a client's experience of IBM technology and define use-cases from their technical strategies.

• Customer Engagement: Engage customers in experiential workshops and collaborate with Client Engineering and Customer Success teams to shape sessions that produce transformation-inspiring prototypes, compelling long-term investment.

• Industry Expertise: Maintain deep expertise in industry trends and their contemporary application to solving enterprise-scale technology problems.

Required Professional and Technical Expertise

• Technical Expertise: Deep technical and architectural expertise across a variety of technologies, including cloud (with general container skills), business automation, and infrastructure.

• Proven Leadership: A proven leader with a history of coordinating an array of technical sales talent through demand generation, deal progression, post-close deployment, and ongoing, increasing adoption of deployed solutions.

• Communication and Collaboration Skills: Relationship focused individual with good communication, and collaboration skills, with a proven record of networking, co-creating, and influencing as the technical expert throughout the successful identification, progression, closure, and post-closure expansion of complex technology sales cycles (c. $100k - $1 mil+ deals).

• Sales Techniques: Experience of successfully applying Consultative/Challenger sales techniques that 'lead to solutions' vs. 'lead with solutions.

• Agile and Best Practices: Solid experience of using agile and other contemporary best practices (e.g., DevOps and design thinking) to successfully deliver in a way that's both nimble and fast.

Required technical and professional expertise

* Technical Expertise: Deep technical and architectural expertise across a variety of technologies, including cloud (with general container skills), business automation, and infrastructure.

* Proven Leadership: A proven leader with a history of coordinating an array of technical sales talent through demand generation, deal progression, post-close deployment, and ongoing, increasing adoption of deployed solutions.

* Communication and Collaboration Skills: Palpable people, communication, and collaboration skills, with a proven record of networking, co-creating, and influencing as the technical expert throughout the successful closure, and post-closure expansion of complex technology sales cycles (c. $100k - $1 mil+ deals).

* Sales Techniques: Experience of successfully applying Consultative/Challenger sales techniques that 'lead to solutions' vs. 'lead with solutions.

* Agile and Best Practices: Solid experience of using agile and other contemporary best practices (e.g., DevOps and design thinking) to successfully deliver in a way that's both nimble and fast.

Preferred technical and professional experience

* IBM Technology Proficiency: Proficiency in a wide range of IBM's technology solutions, including Cloud, Data & AI, and more (training in IBM's products will be provided).

* Strong business accumen: Ability to formulate strong business cases that makes technical sense and are value justified in the clients business terms and metrics.

* Executive communication: Demonstrated ability to create and deliver Executive level communications with energy, poise and confidence to audiences small and large.

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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.