Introduction
A Technical Account Manager role in IBM means a career where you're a trusted advisor with deep technical expertise, who works together with clients – either directly or through our seller partners – to help craft best-of-breed solutions to their hardest technology challenges.
With a consultative approach, you'll uncover clients' most pressing technology pain points and guide them to solutions mapped to IBM's people, products, and services. Being a natural leader, strategic systems thinker, and business influencer, you'll orchestrate resources within IBM and/or our Partners to bring those solutions to life.
Excellent onboarding and an industry-leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you'll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that compels our clients to invest in IBM's products and services.
Your Role and Responsibilities
Technical Account Manager 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 your clients' present and future needs. You will be working side by side with your aligned Technology Seller to grow IBM Technology and build trusted relationships.
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 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 Expertise
IBM Technology Proficiency:
Proficiency in a wide range of IBM's Technology Software and Hardware solutions, including Cloud, Data & AI, Power, Storage, AI Transformation and more (training in IBM's products will be provided).
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