Account Technical Leader

4 weeks ago

Riyadh, Saudi Arabia IBM Full time

Introduction

This position will be based in Khobar.

The Account Technical Leader is a client technical leadership role dedicated to IBM's most important clients within KSA. In this role, you will create and maintain proven, trusted technical advisor relationships at all levels within the client's organization, including key technology decision leaders & strategy owners. These relationships will help you uncover your client’s technology priorities and greatest challenges, understand and influence where your client wants to go, map that to IBM solutions and services, then orchestrate resources within IBM to bring those solutions and services to life.

Your Role and Responsibilities

Your Role and Responsibilities

As a strategic and systems thinker, and business influencer, you are well-versed in interpreting the client’s business requirements and translating those into enterprise technology architecture decisions. In addition, you will employ contemporary approaches like Agile Methodology and Design Thinking to conduct rigorous solution design and ensure the solutions we propose integrate seamlessly into the client’s IT environment.

Account Technical Leader works hand-in-hand with the client to build and execute an IBM Client Technical Strategy (CTS) that is based on the client's business and technical challenges, strategies, and priorities. The Account Technical Leader is responsible for showcasing IBM and IBM Technology to the client. They have a deep and strong POV and are the leading advocate for the Technology Decision Points. Through the Client Technical Strategy and the Technology Decision Points, they land and expand the IBM Sales Plays in support of winning Hybrid Cloud Platform. They are the leader of the technical POV and technical engagement with the client.
- Direct leadership and ownership of the client experience of IBM Technology.
- Defining client use cases from their CTS, engaging the customer on co-creation, defining the architecture, and engaging IBM Client Engineering and CSM directly with the client for Workshops, MVPs, and deployment
- Direct engagement with IBM Labs and Research to showcase innovation, technology roadmaps, product feedback, etc.
- Fostering direct relationships with developers, researchers, support resources with our clients.
- Works with the IBM sales counterparts to help guide clients through their cloud and cognitive strategy and adoption journey.
- Actively identifies, develops and progresses Integration sales opportunities within their assigned territories segments and assigned clients.
- Provides strategic direction and leadership to client decision-makers related to IBM proposed cloud solutions supporting the Clients business transformation and their journey to cloud agenda.
- Lead the delivery of pre-sales briefings, solution workshops, product demonstrations, technical education, and support proofs of concept exercises while articulating the business value of IBM Technology.
- Effectively engage, support and enable the IBM Business Partner ecosystem on IBMs Integration solution portfolio.
- Supports customer escalations, best practice sharing, designing solutions, and answers technical questions throughout the sales process in order to identify, qualify and deliver sales.

Required Technical and Professional Expertise
- At least 5 years experience developing solution requirements and winning key architectural decisions at clients
- At least 5 years experience designing, architecting, and implementing solutions
- At least 2 years experience leading architectural direction and cross-brand selling
- Technical sales experience
- Ability to build and maintain strong, trust-based business relationships with peers and customers.
- Proven ability to identify, articulate and proactively advance a compelling, industry focused solution to the client that showcases the technical solution and value proposition
- Demonstrated ability to find and build relationships with senior technology executives at the client (e.g., CIO/CTO), key decision makers (e.g., Line of Business Executives) and influencers on their teams
- Successful track record in effectively working with and leveraging cross-functional technical resources to define creative solutions and the path to advance on client’s complex strategic initiatives.
- Coordinate and leverage a wide spectrum of technical resources
- In-depth, technical business development, sales and/or consultant experience in leading technical projects from design through implementation
- Demonstrated collaboration and negotiation skills.
- Demonstrated interpersonal and communication (oral and written) skills at all levels of an organization
- Driven and self-motivated with an entrepreneurial spirit and a commitment to excellence in everything they do

Preferred Technical and Professional Expertise
- Specific solution experience in the Hybrid Cloud and AI domains.
- Red Hat OpenShift experience, accreditation or certification.
- F

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