Introduction:

The IBM Client Technical Sales Team is currently seeking a Business Automation Technical Sales Specialist. This position is responsible for supporting technical sales of the IBM Business Automation portfolio. In this role you will be expected to demonstrate the business and technical benefits of a proposed solution along with positioning IBM’s ability to deliver and exceed client’s business goals and needs.

YOUR ROLE AND RESPONSIBILITIES:

IBM is empowering organizations to reinvent themselves and change the way they run their business by applying automation to achieve digital transformation and to scale their business operations to become more flexible and competitive. Incorporating a host of tools, from machine learning, artificial intelligence (AI), intelligent decision management, to robotic process automation (RPA), the integrated IBM Cloud Pak for Automation is designed to improve employee productivity, deliver better end-to-end customer journeys while reducing the burden of governing your content and processes.

The candidate will be a member of the Technical Sales Specialists team leading the technical engagement with clients in their journey to AI and hybrid cloud. Primary focus will be leading our technical solutioning helping clients experience the value from our Cloud Pak for Automation sales efforts by building demonstrations and proof of concepts (POCs) that EXCEED client expectations. The candidate will also make joint or independent sales calls on clients, IBM sales teams and/or IBM Business Partners identifying and progressing opportunities. Candidates must have a proven background incorporating clients’ business and technical requirements building out a demonstration or POC that instill a WOW factor with clients. Additionally they provide technical sales support which may include but not limited to: collaborate with IBM sales teams to define, design, and detail the technical aspects and feasibility of proposed solutions, develop and deliver technical education, support critical situations, design solutions; and answer technical questions. When engaged for a specific opportunity or project, they are responsible for the technical accuracy of the proposed solution and ensuring all technical requirements are addressed.

The candidate will also use IBM tooling and products to show, rather than tell clients about how IBM solutions will transform their business. Showing a client IBM's technology in action provides higher credibility and facilitates effective solution ideation resulting in higher win rates and shorter sales cycles.

Required Technical and Professional Expertise:

• Install and set up POC environment either on client’s private cloud or on Public Cloud (IBM, Azure, Amazon, Google)

• Document Capture (IBM Datacap, Kofax Capture, Amazon Textract, ABBY FlexiCapture, etc.)

  • Experience building technical sales demos using a leading capture product, preferably Datacap

  • Experience with regular expressions

  • Experience in C#

  • Understanding of AI, Machine Learning and Deep Learning concepts preferred

  • Experience with Natural Language Processing (NLP)

• Business Process Management Solutions (IBM Workflow, PegaSystems, Appian, etc.)

  • Java Script

  • Programming models: Process, Content Processing Engine (CPE), Case Manager.

  • BAI programming model to build dashboards

  • WAS (Workflow Server customization)

  • OpenShift (Workflow Server on Containers customization)

• Business Process Mining

  • High level background in Data Science

  • Working with process and task mining programming models

• RPA Solutions (WDG Automation, Automation Anywhere, UI Path, Blue Prism, etc.)

  • Understanding of APIs

  • Troubleshooting skills

  • Debugging concepts

  • Knowledge of Document Object Model (DOM) structure

  • Experience with JavaScript

• Content Services & Records Management (IBM FileNet, Box, Microsoft SharePoint, OpenText Extended ECM or Documentum, Hyland OnBase, Nuxeo Insight, etc.)

  • Experience working with an Enterprise Content Management solution and know the standard features included within a modern content management solution

  • Ability to articulate the benefits of an Enterprise Content Management solution

  • Understand basic architecture concepts and deployment methodologies of a content management solution

  • Experience working with networking, SQL databases, file systems, and cloud object storage

  • Experience with modern scripting languages

  • Working knowledge of directory services and permissions management

  • Understanding of cloud security concepts

  • Understanding of Information Lifecycle Governance concepts and solutions such as Records Management and eDiscovery

  • Experience working with a records management solution and understand the basic concepts such as retention management and disposition

• Decision Management Solutions (IBM Operation Decision Management, FICO, PegaSystems, Drools)

  • Knowledge of Decision Management components inside IBM Cloud Pak for Automation

  • Ability to interpret business requirements and technical specification to business rules

  • Working experience with Rule Designer, Decision Server and Decision Center

  • Experience with Java, XML and JSON

• Kubernetes/OpenShift Container Platform (OCP)

  • K8s/OCP architecture and key components that make up the cluster

  • Understand the difference of k8s vs OCP like load balancing and ingress

  • Understanding of K8s operator

  • OCP CLI

  • K8s CLI

  • Storage consideration when deploying on k8s/ocp and public cloud

Preferred Technical and Professional Expertise:

• Helping to drive strong customer references and use cases

• Identifying customer challenges and working with cross-functional team members, particularly Offering Management and Development to deliver a better customer experience

• Demonstrating evidence of selling capabilities

• Successfully demonstrating proficient, effective use of IBM Sales Processes and Tools

• Continuously acquiring and develop technical and business essential skills through on-going education and self-study

• Building a strong reputation and demonstrated passion and commitment to the client, IBM team members and business partners.

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.

This job requires you to be fully COVID-19 vaccinated prior to your start date, where legally permissible. Proof of vaccination status will be required. If you are unable to be vaccinated due to medical, pregnancy or religious reasons, we offer accommodations in accordance with applicable law.

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.

Location Statement:

Supplemental 1 employees may be eligible for paid holidays, paid sick time and Employee Stock Purchase Plan.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

We consider qualified applicants with criminal histories, consistent with applicable law.

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.

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.