Americas ITCA (IBMT - IBMC Consulting Alliance) ATL Role
Apply NowCompany: IBM
Location: Texas City, TX 77590
Description:
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
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?
ABOUT IBM
IBM'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.
IBM 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.
OTHER RELEVANT JOB DETAILS
IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:
We consider qualified applicants with criminal histories, consistent with applicable law.
This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.
IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.
The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.
This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.
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?
ABOUT IBM
IBM'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.
IBM 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.
OTHER RELEVANT JOB DETAILS
IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:
- Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
- Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
- Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
- Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
- Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences
We consider qualified applicants with criminal histories, consistent with applicable law.
This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.
IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.
The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.
This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.