IBM is looking for an experienced Technical Professional to represent IBM's Engineering software portfolio (https://www.ibm.com/products/engineering-lifecycle-management) in a pre-sales role in India.
As a Partner Technical Sales (aka Solutions engineer) in the Industrial Market, you will drive the execution of all technical activities required in support of meeting revenue targets and supporting customers' business initiatives throughout the sales cycle. As a PTS, it will be your responsibility to understand the customer's business and operational requirements and translate these requirements into the delivery of a compelling demonstration that will exceed expectations, and one that differentiates IBM from the competition. You will need to possess a solid understanding of the IBM Engineering Lifecycle Management (ELM) platform covering Engineering Workflow, Requirements, and Test Management. This includes understanding the technical aspects of the engineering and software development process (including DevOps & Agile), being able to demonstrate the value of ELM capabilities to our clients, and developing a social selling eminence of your skills for our clients to consume. You will work directly with the Sales teams of IBM and BPs to identify opportunities and lead technical sales strategies to meet customers' requirements. You will articulate and demonstrate the value that IBM ELM solutions provide to our customers.
You provide technical sales support which may include:Collaboration with IBM and BP sales teams to define, design, and detail the technical aspects and feasibility of proposed solutions;
Lead and deliver Proof of Concepts;
develop and deliver customized demonstrations;
support critical situations; and answer technical questions.
Support the development of a Business Partner go-to-market plan to position ELM in the market
As a member of the sales team, you will be engaged in customer-facing activities, be responsible for the technical accuracy of the proposed solution, and lead the technical aspects of the sale through a growth mindset.
The ideal candidate should be comfortable working independently as well as collaboratively in a dynamic team atmosphere. You must be self-motivated with a proven track record of consistently delivering strong business results and team success. In this customer-facing role, strong oral and written communication, and presentation skills are required. The role requires an organized and analytical individual, able to eliminate sales obstacles through creative and adaptive technical approaches. Taking on new projects to improve yourself and our team with a growth mindset is also key to success in this role.
Client Technical Professional
Key Attributes:Proven ability to articulate and deliver compelling, industry-focused, technical solutions and value propositions as it relates to engineering lifecycle development and model-based systems/software design solutions.
Understanding of SDLC – Software Development Lifecycle – and the various development processes such as waterfall, iterative, or agile
Ability to consult clients on the adoption of tools to improve software and systems engineering including DevOps, continuous integration and delivery, Agile development, Test Driven Development, model-driven development, MBSE
Clear understanding of business trends, and issues in the industrial marketplace.
In-depth, technical sales and/or software demonstration experience.
Contributes to Opportunity Identification and leads the effort to gain technical wins in a pre-sales capacity
Demonstration of a proven record for effective collaboration and a growth mindset
Ability to work effectively across teams with varying skills, industry expertise, and objectives.
Harvest and share reusable intellectual capital
Proactively monitor and promote the deployment of purchased software products to maximize deployment against targets and eliminate software reversals.
Excellent interpersonal and communication (oral and written) skills.
Driven and self-motivated with an entrepreneurial spirit and a commitment to excellence in everything they do.
Systems Engineering Skills
Expertise in Application lifecycle Management
Sound Knowledge on Devops solutions.
Specialization on ELM with Systems Engineering Background
Knowledge on Requirements Management, Project Management, Change and Configuration management and Quality Management