Americas ITCA (IBMT – IBMC Consulting Alliance) ATL Role Position Available In Fulton, Georgia

• 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
• Americas role supporting all markets in the U.

S. as well as Canada and Latin America. Mission of the ITCA is to drive IBM Technology with IBM Consulting. This role will work closely with IBMC as well as IBMT and our Market Alliance Leads whose goals are aligned.

With roots in a highly technical background, you’ll weave your deep understanding of contemporary cloud, data, and AI methodologies best practices into all strategic recommendations, which help compel customers / IBMC on behalf of customers to invest in IBM’s offerings.

Account Technical Leader comfortably acts as the trusted technical advisor to IBM and /or 3rd party Partner clients. Collaborating across IBMC and IBMT, you’ll advise on setting the most appropriate technology strategy and solution design to complement clients’ present and future needs.

Help land and expand adoption of products across IBM’s portfolio by demonstrating value in the context of clients’ business, industry, and competitor landscape.

Deal Origination & Shaping (strategic sales IBMC >$50M)

• Account PlanningReview client background, our relationship and client technology stack in context of IBM Consulting engagements. Deep-dive into the client’s vision, priorities and imperatives.
• Client Pursuit ValidationEstablish initial technology value proposition aligning with client imperatives, key relationships and supporting data for the value case.
• ATL supports until opportunity is validated as strategic sales opportunityHand off to assigned resources to continue joint deal pursuitTop Accounts
• ATL to proactively engage on top 5 consulting accounts with no joint engagement activitiesReview client initiatives, identify and recommend Technology that can bring client value
• Solution architect supportSupport for initial solutioning activities including industry solutions, help transition to assigned account technology resources
• Increase awareness of Technology value on focus offeringsTechnology embedded into assets aligned to 38 Consulting offeringsCampaign Support/Validation
• Feedback and champion Campaign viability based on –Specific Market demand, business value, competitive position, differentiation, revenue potential, support resources
• SWAT team member for initial roll outTechnical SME to support campaign implementation in geo/market
• Provide execution support
• Helps to engage field resources to support campaign execution including guidance on target account selection
• Required technical and professional expertise

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IBM Technology Proficiency:

Deep technical and architectural expertise across a variety of IBM technologies, including watsonX, Cloud, Data & AI, Automation and more.

IBM Consulting:

Understand IBMC service offerings and where IBM technology is best aligned.

Communication and Collaboration Skills:

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

Sales Techniques:

Experience of successfully applying Consultative sales techniques that ‘lead to solutions’ vs. ‘lead with solutions.

• Preferred technical and professional experience
• Technical leadership: Lead teams in adapting new technology and processes to deliver high-quality solutions that provide business value for the client.
• Problem-solving and communication skills: Able to facilitate communications, understand business requirements, and develop solutions that meet clients’ technical and architectural requirements.

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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.