Technical Sales Leader

3 weeks ago

Dubai, United Arab Emirates IBM Full time

Introduction

A Technical Sales Leader within IBM is a proven technology practitioner. Through leadership of deeply technical sales teams, you'll influence clients' technology strategies by leveraging IBM products, services, and people to solve their most complex business challenges.

Managing all technical sales roles at a market of country level, you'll be responsible for the training, coaching, and mentoring of technical talent across your teams. Integrating market /country cross-brand technical leaders, you'll encourage synergies that drive development and growth. For your clients. For IBM. And for our people.

Excellent onboarding will set you up for positive impact, whilst ongoing development will continue to advance your career. Our sales environment is fast-paced and supportive. Always connected to a wider team, you'll be surrounded by other managers and colleagues. People who are always willing to help and be helped as you scale your business, with and through your team, as they compel clients to continually invest in IBM.

Your Role and Responsibilities

Deep, practitioner-expertise and business domain knowledge in your specialist areas will present you as credible, confident, and convincing. With a perfect blend of deep technical experience and people engagement skills, you'll help your teams articulate the technology decision points (TDPs) and IBM sales plays in the context of your clients' digital transformation ambitions.

Advocating for leading-edge technologies and digital transformation you'll pave the way for your teams' continued successes and development by bringing the full technology power of IBM to your customers. People who will be receptive because of your natural ability to create trusted and enduring relationships that establish IBM as an essential partner in solving their most difficult technical problems.

Your primary responsibilities will include:

- Client Relationship Management: Connecting a broad network of technical experts, serving as the single point of accountability for IBM product and service quality, and playing a central role in resolving client critical situations.
- Technology Expertise: Leveraging broad and deep technology expertise to provide highly contextual insights into the benefits of emerging technology adoption.
- Thought Leadership and Transformation: Providing technical thought-leadership and direction to teams for the client's transformation agenda. Bringing an outside-in perspective while recommending disruptive technologies and approaches to scale new value capture.
- Facilitating pre-sales, experiential technical activities such as technology demonstrations and co-creation working session that lead to proofs of concept (PoC) and /or mínimal viable products (MVPs).
- Leading the delivery of joint-learning activities to build technical skills and expertise of partners, which enable co-selling opportunities.
- Championing a culture of growth-mindedness, co-creation, and technical eminence to deliver value that leverages industry, brand, and portfolio expertise to drive innovations that accelerate success.

Required Technical and Professional Expertise
- Experience as a first line people manager in a technical function
- Veteran-level technical practitioner experience in one or more client market /industry segments, with a track-record of winning through collaboration, resilience, empathy, and innovation. A natural at inspiring and motivating others to succeed in highly complex, enterprise-scale, technically complex sales environments.
- Palpable people, communication, and collaboration skills, with a proven record networking and influencing throughout the successful closure of complex technology sales cycles. (c. $multi-million deals).

Preferred Technical and Professional Expertise
- IBM Product Experience: Experience of working with any of IBM's products and services (training across IBM's product suite will be provided).

About Business UnitIBM 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 dig

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