**Introduction** IBM offers a world-class public cloud. But what sets us and your career apart is our approach to hybrid cloud. A Technology Sales Engineer role in IBM Cloud means a career where you're leading prospective clients towards benefiting from using IBM Cloud Paks and Red Hat OpenShift products. It means you'll be directly impacting their adoption of next-generation hybrid cloud platforms to develop, run and manage workloads of some of the world’s most influential enterprises and brands. 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 will compel our clients to invest in IBM's products and services. **Your role and responsibilities** As a Technical Sales Engineer (Brand Technical Specialist), you’ll be the go-to subject matter expert, collaborating with colleagues across the wider Sales team - advising and supporting on client engagements throughout the entire sales process. You’ll work closely with clients to develop relationships, understand their needs, earn their trust and show them how IBM’s industry leading solutions will solve their problems whilst delivering value to their business. Your primary responsibilities will include: * Client Strategy Development: Develop client strategies for IBM Cloud infrastructure and applications. * Solution Definition: Define compatible IBM Cloud solutions. * Proof of Concept Creation: Provide proof of concepts and simplify complex technical concepts for client understanding. * Stakeholder Relationship Building: Build credibility and trust with stakeholders to facilitate the closing of complex Cloud technology deals. * Client Management and Value Definition: Effectively manage client relationships, define IBM’s value proposition, and engage key decision-makers. * Sales Process Management and Collaboration: Oversee the entire sales process, with a focus on expanding new business opportunities, and collaborate closely with various IBM teams. **Required technical and professional expertise** • Multiple years of direct, face to face customer selling experience. • Multiple years of selling cloud software or SaaS solutions. • Functional competence across the Application Integration and runtime landscape. • Ideal candidates should have a passion for cloud technologies, solving customer problems, winning every time. • You are a hunter who takes ownership of an assigned territory focused on net new logo acquisition and upsell opportunities. • You demonstrate expertise in building business cases which clearly articulates value and differentiation at all levels of your customer organizations. • You constantly generate pipeline using creative techniques, tools, team collaboration, industry events and top tier channel partners. • You demonstrate a true "value based" sales approach and have experience explaining complex ROI models to C level customers. • Ability to collaborate with teams within IBM and partners externally. **Preferred technical and professional experience** • Knowledge of Hybrid cloud solutions. • Demonstrated experience in leading complex deals and value-based selling. • Multiple years selling cloud software or SaaS solutions. • Multiple years selling Asset Lifecycle Management or Integration software. • Experience selling into the US Federal Space. More specifically DOD/INTEL/FSIs organizations. • Security Clearance. (Preferred) Similar Software Experience · Maximo · Envizi · EI · Tririga · Supply Chain · Sterling Order & Inventory Management 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.