Job Description

Introduction
Partner Technical Sales (PTS) are the technical experts and advisors to clients, IBM sales teams, and/or IBM Business Partners. As a PTS you understand the client\'s business requirements, technical requirements, and/or competitive landscape. You apply your business insights, build and maintain client relationships, incorporate hardware, software, and services into client-valued solutions, and ensure client readiness for the implementation of technical solutions. This is an opportunity to shape the future for both IBM and its clients.
Partner Technical Sales are ecosystem sales roles that work exclusively with IBM Business Partners (BP\'s) to jointly sell the solution to the BP\'s end customer. The role is aligned to a sales territory and a set of named BPsYour Role and Responsibilities
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\xe2\x80\x99s 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\xe2\x80\x99 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 \xe2\x80\x93 Software Development Lifecycle \xe2\x80\x93 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

Required Technical and Professional Expertise

• Bachelor or Master\'s Degree in Information Technology (IT), Computer Engineering, Systems Engineering, or Electronics Engineering (or comparable academic technical qualification)
• 5+ years of Pre-Sales experience as a customer-facing professional with a very strong technical and consulting background
• 5+ years of experience providing solution consulting application support at enterprise software companies; industry-related development experience in engineering function; sound knowledge of lifecycle data management
• Deep technical expertise in Engineering Lifecycle Management Solutions \xe2\x80\x93 to include at least one of the following: (or comparable competition products)
• IBM Engineering Workflow Management including source code management
• IBM Engineering Requirements DOORS Next;
• IBM Engineering Test Management;
• IBM Engineering Lifecycle Optimization \xe2\x80\x93 Engineering Insights, Publishing, and Method Composer;
• Jazz Reporting Service;
• IBM DOORS Classic
• 5+ years\xe2\x80\x99 experience working at a large, compliance-driven software/systems engineering organization\xc2\xb7 Familiarity with modern enterprise software technologies including lean and agile best practices, Eclipse, service-oriented architecture (SOA), configuration and change management, Model Based System Engineering (MBSE)\xc2\xb7 Adapt at customer interactions, including presentations, training, mentoring, and software implementations.
• Technical expertise in Software Development including programming languages (for example C / C++ / Phyton / etc) and development process (knowledge of a set of tasks for each SDLC phase to build & release software)
• Demonstrated presentation, analytical, problem-solving, and communication skills (written and verbal)
• Self-starter accustomed to a dynamic environment
• Comfortable with delivering 2-5 demos/week to clients.
• Readiness to travel 75% travel annually
• English: Fluent

Preferred Technical and Professional Expertise

• None

IBM