IBM Associate Z Brand Technical Sales Specialist - Software

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IBM Associate Z Brand Technical Sales Specialist - Software

Full Time
  • Responsibilities


    At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

    Your Role and Responsibilities

    The IBM Z Brand Technical Specialist provides technical sales support for the IBM Application Platform Support, Data, AI, Automation, and Security family of IBM Z products. He/she works closely with the IBM zStack Sales Specialist, Hybrid Cloud Sales Specialists, Client Team Sales leaders, and Account Technical Leaders in identifying and progressing sales opportunities from identify and qualify stages to closing the sale, by removing all technical inhibitors. Primary responsibilities include acting as a consultant for our customers, and in doing so removing the technical inhibitors to the sale. This is accomplished using whiteboard/chalk talks, presentations, customized demonstrations, proof-of-technology sessions, proof-of-concept engagements, technical competitive analysis, and other technical activity required to help the customer understand how they can be successful using IBM software solutions.

    SKILL 1

    • Understands and applies knowledge of information technology and associated methods and tools of the Technical Specialist profession to attain business unit objectives in selling Integration solutions to customers. Demonstrates the required proficiency levels for technical skills in the area of specialty and applies those skills in selling Integration solutions.

    SKILL 2

    • Advises and/or mentors others in the I/T Specialist profession. Advises and/or provides guidance to team members (Project managers, I/T Architects, Sales Specialists, and other Technical Specialists, among others) in new and complex Integration tools and techniques. Actively advises the sales team, IBM management, and customers on the appropriate use of demonstrations, Proofs of Technology, Proofs of Concept, and services.

    SKILL 3

    • Team and collaborate effectively with IBM team members (TechLine, NA Staff, Worldwide Sales, Lab, and IBMers from other functional areas) to create strategic client solutions on z Systems that influence our clients buying behavior and strategic direction.

    SKILL 4

    • Technically proficient at advising clients on the technical and business benefits of Cloud Integration tools, including best practices as it relates to administration, performance tuning, recovery, resource utilization considerations, applications, etc.

    SKILL 5

    • Demonstrates dedication to every client's success and is accountable for delivering a superior client experience in every transaction/engagement, sensing and responding to client needs and issues, and focusing on building a long-term relationship that will positively impact IBM's business growth.


    1. Use technical/business acumen to understand the client’s business requirements, technical requirements, and competitive landscape.

    2. Work with the extended technical team and sales teams to deliver effective Demonstrations, Proof of Concept (POC), Proof of Technology (POT) events supporting the IBM Data, AI & Automation portfolio for the IBM Z platform.

    3. Collaborate within the GEO, IBM, and Business Partner teams to define, design, and detail the aspects of proposed IBM Z Application Platform Support, Data, AI, Automation, and Security solutions.

    4. Actively engage with clients to develop trust and credibility by building confidence throughout the sales process, supporting technical escalations, delivering educational capability updates, and solving business problems to create an exceptional customer experience.

    5. Work with IBM Business Partners to supplement their existing skills, provide skills transfer to partners and market technical specialists and provide direction in engaging with IBM resources.


    1. Demonstrated level of business acumen to understand business problems, articulate a corresponding Integration solution based on the IBM Application Platform Support, Data, AI, Automation, and Security family of IBM Z portfolio, build a value proposition, and establish a compelling reason to act.

    2. Proven relationship skills, organizational skills, and the ability to effectively work with multiple organizations.

    3. Self-starter with unite to win mentality capable of supporting end-to-end sales engagements with ability to think, plan and act strategically.

    4. Understanding of Integration competitive technologies and their place in the market.


    • 3-5 years of experience in Integration & Development/Application management technologies.

    • 3-5 years in pre-sales engineering role.

    • Knowledge of the IBM Application Platform Support, Data, AI, Automation, and Security family of IBM Z products including, but not limited to Aspera, Websphere, Instana, Multi-Cloud Management, Urbancode, MQ, etc

    • Knowledge about Integration & Development/Application platform technologies such as Openshift, Microservices, Containers, Kubernetes.

    • Knowledge of Java, JavaScript or scripting skills are highly desirable.

    • Experience with applying technical solutions to solve business problems.

    • Competitive experience with other Data, AI, Security, & Automation integration solutions.

    Required Technical and Professional Expertise





    Preferred Technical and Professional Expertise


    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

    IBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:

    • 12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.

    • World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.

    • Well-being programs to support mental and physical health.

    • Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).

    • Select educational reimbursement opportunities.

    • Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.

    • Giving and volunteer programs to benefit charitable organizations and local communities.

    • Discounts on retail products, services, and experiences.

    This position is eligible for participation in an IBM sales incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change.

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

    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.

    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.

  • Industry
    Information Technology and Services
  • About Us

    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.