Introduction

　　The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms. As a Partner Technical Specialist your purpose is to influence your partners' technical strategies, working to incorporate and embed IBM's technology portfolio into Partner's reference architectures, practices, and solutions versus competition.

　　IBM Security Partner Technical Specialists (PTS) are the technical experts and trusted advisors to clients, IBM sales teams and IBM Business Partners. As a PTS you understand the client's business requirements, technical requirements, and competitive landscape. You will incorporate software and services into client-valued solutions and ensure client readiness for the implementation of the proposed Cybersecurity solutions

　　Your Role and Responsibilities

　　The Partner Technical Specialist mission is to work with Ecosystem Partners to identify opportunities, and progress technical sales, resulting in client success and IBM Technology business growth. Additionally, you will identify opportunities to expand Ecosystem partner skills coverage for Security, in order to scale success. Your understanding of the Ecosystem enables you to identify and involve the right Ecosystem Partners with the right skills for client success. You will leverage your technical insights to work alongside our Ecosystem Partners to remove technical inhibitors and co-deliver demos with Partners, support partner Proof of Concept/Value, advise partners on Solution Assurance, and progress opportunities to closure. You will engage with Partners and Clients with an opinionated point of

　　view as an IBM technologist, practitioner and brand specialty solution expert. The PTS role is part of the overall Ecosystem team with overall responsibility to assist in the building of partner capability and capacity for sustained IBM growth.

　　You will also work as an integral part of the IBM Technology sales organization and work closely with the Sales team through the pre-sales cycle. The role requires carrying out solution technical presentations, demonstrations, delivering Proof-of-Concepts and ensure client readiness for the implementation of proposed security solutions. The role also expects to deliver Business Partner technical enablement for IBM Security solutions, at the point of opportunity.

　　In this role, you will be a solution subject matter expert - analyzing customer situations and requirements and designing high quality security solutions, which are tailored to the client's business and technical needs in a way that is valued by the customer and superior to the competition. It is essential the candidate can apply in-depth understanding of best practices, key concepts, products, offerings and services within the IBM Security portfolio and utilize knowledge and experience about technology, industry and business.

　　Responsibilities:

　　Technical Accelerators that include solution presentation, demonstrations, Proof of Technology & Proof of Concepts for IBM Security products.

　　Act as IBM Security subject-matter technical expert to validate how a proposed solution meets and exceeds customer requirements.

　　Build confidence with clients to become their trusted advisor for Security.

　　Support sales team on prospect conference calls, WebEx and onsite visits by providing product demonstrations; expertly responds to technical questions and explains features in the context of solving customer's business problems using IBM Security solutions.

　　Lead technical response to client's Request for Proposals (RFP) and Request for Information (RFI) with the ability to articulate through writing clearly high-quality responses that describes the solution and how it meets the customers' functional and non-functional requirements.

　　Proactively scope the technical solution required to address customer requirements, assess customers met and unmet needs, and recommend solutions that optimize value. Identify additional business development opportunities.

　　Monitor customer support for technical solutions proposed throughout the sales process, intervening or alerting the sales and account teams to potential risks.

　　Effectively communicate within the IBM Security division providing feedback from the field in support of business opportunities that can grow our security solution.

　　Help deliver Business Partner technical enablement to build & maintain their skills continually.

　　Required Technical and Professional Expertise

　　5+ years of technical consulting/Technical sales/Technical Architecture experience in Security solutions encompassing On-Premise and SaaS solutions.

　　Fluency in spoken and written English.

　　Deliver verbal and written communications that are impactful and persuasive.

　　Ability to engage with multiple customers and transform their requirements to security solution design.

　　Business acumen, with an understanding of the complete sales process, from lead discovery to deal closure and transition to implementation.

　　Experience in engaging with clients to help design Security solutions.

　　Passionate about Cybersecurity, understands the industry and competitive landscape, follows the current market trends and outlook.

　　Good knowledge of the IBM solution areas (Threat Management, Data Security and Identity & Access Management).

　　Understanding of the complete security landscape and adjacent solutions(data & AI, containers, virtualization).

　　Preferred Technical and Professional Expertise

　　Scripting and programming experience (preferably Java, JavaScript, Python, SQL, Ansible) a plus.

　　System administration skills (Virtualization platforms, Docker/Kubernetes, OSes, DevOps), application servers and familiarity with common IT systems (HR, ERP, CRM, Core Banking).

　　About Business UnitIBM Software infuses core business operations with intelligence-from machine learning to generative AI-to help make organizations more responsive, productive, and resilient. IBM Software helps clients put AI into action now to create real value with trust, speed, and confidence across digital labor, IT automation, application modernization, security, and sustainability. Critical to this is the ability to make use of all data, because AI is only as good as the data that fuels it. In most organizations data is spread across multiple clouds, on premises, in private datacenters, and at the edge. IBM's AI and data platform scales and accelerates the impact of AI with trusted data, and provides leading capabilities to train, tune and deploy AI across business. IBM's hybrid cloud platform is one of the most comprehensive and consistent approach to development, security, and operations across hybrid environments-a flexible foundation for leveraging data, wherever it resides, to extend AI deep into a business.

　　Your Life @ IBMIn 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.

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　　About IBMIBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

　　Location StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.

　　Being You @ IBMIBM 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.