Americas ITCA (IBM Technology – IBM Consulting Alliance) ATL Role Position Available In Fulton, Georgia

Americas ITCA (IBM Technology

• IBM Consulting Alliance) ATL Role
  Sandy Springs, New York, Georgia, Ohio, Texas, New York, Massachusetts, California, District of Columbia, United States
  Global Sales
  Professional
  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 Planning
  Review 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 Validation
  Establish 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 opportunity
  Hand off to assigned resources to continue joint deal pursuit
  Top Accounts
• ATL to proactively engage on top 5 consulting accounts with no joint engagement activities
  Review client initiatives, identify and recommend Technology that can bring client value
• Solution architect support
  Support for initial solutioning activities including industry solutions, help transition to assigned account technology resources
• Increase awareness of Technology value on focus offerings
  Technology embedded into assets aligned to 38 Consulting offerings
  Campaign 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 out
  Technical 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 education
  Bachelor’s Degree
  Preferred education
  Bachelor’s Degree
  Required technical and professional expertise

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.

ABOUT BUSINESS UNIT

IBM 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 digital marketplaces.

YOUR LIFE

@ IBM
In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.
Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.
Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.
Are you ready to be an IBMer?