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Position - Brand Technical Specialist - Integration Specialist - US States and Local Governments The IBM Brand Technical Specialist (BTS) role within the sales process is to fully understand a customer or prospects business problem and construct a solution around that problem leveraging the IBM Hybrid Integration Software. The Brand Technical Specialist exhibits a high level of sales and business maturity, couple with strong technical foundations, operates independently in pre-sales activities and has the proven ability to quickly understand business problems and identify the appropriate IBM Integration technology offerings and differentiators. Required education High School Diploma/GED Preferred education Bachelor's Degree Required technical and professional expertise 3+ years practical architecture and design experience with Integration / Middleware technologies 3+ years experience in a customer-facing role Understanding of business infrastructure technology, network architectures and distributed computing Previous experience in a customer-facing role with a marketplace Integration Middleware software vendors i.e. webMethods, Mulesoft, Boomi, Workato, Tibco, Oracle Integration etc Proven track record in handling multiple customers/opportunities at the same time and driving the opportunities to a successful sales closure. Preferred technical and professional experience 5+ years experience in a customer-facing role Hands-on experience with webMethods platform (self-managed or iPaaS) Experience engaging with senior leaders (CxO level) on various solutions and business problems. Able to listen and analyze a prospects requirements and present to a compelling business value message of the proposed solution. Demonstrated ability to present technology solutions to executive levels with a focus on solutions selling Ability to craft, review and augment Proof of Concept documents, SOWs, and various project plans involving IBM Integration technologies. Ability to define architecture, design and oversight of key national projects, providing guidance and knowledge transfer to field resources. Able to work independently and multi-task while managing multiple opportunities at a time. Ability to guide and consult customers at various levels of the organization both Technical and Business. Experience developing and presenting clear and concise product briefings. Proven ability to unearth business requirements & Drivers. Proven ability to map business drivers & initiatives to technology offering & differentiators Ability to lead Discovery and Customer First Assessment Meetings to identify business value and ROI for complex business challenges Strong experiences with implementation of IBM Integration technologies in customer projects or Proof of Concepts. Provide planning, architecture and managing of solutions to highly complex problems and challenges Expert in providing best practices to customers and helping with IT Strategy and implementation planning capacity, servers, deployment etc.

As an Enterprise & Strategic Brand Sales Specialist (BSS), you’ll work closely with clients and sellers to develop relationships, understand their needs, earn their trust, and show them how IBM’s industry-leading solutions will solve their problems while delivering value to their business. Opportunity identification, promoting our TLS offerings, and attaching premium and Expert Care to current and net new opportunities is a priority. The BSS role will own the total TLS portfolio at a set of accounts within the financial services market and be expected to identify, own and close transactions. The BSS will work within a matrix environment, both within an account team and with TLS to ensure TLS is properly clothed in both standalone deals and larger bundles. Expectations are that the BSS will protect current annuity revenue streams by renewing opportunities (or working with a renewal specialist) as well as growing the account from a TLS revenue perspective. Pipeline hygiene, conducting regular face-to-face client meetings and hosting QBR’s are naturally expected in the role. Required education Bachelor's Degree Required technical and professional expertise High level understanding of the IBM Technology Lifecyle Portfolio, familiarity with IBM Software, System Z, Storage, Power Systems, and MVS products. Exposure and Experience with Expert Care and Premium TLS Offerings. Ability to integrate with the overall IBM Lines of Business, including IBM-C, Technology, and Data&AI. Technical Sales Experience – Experience in a general sales role with business acumen, with foundational knowledge of IBM TLS Strategy and Routes to Market. Organizational Skills is a must. Preferred technical and professional experience Cross-Platform SME-Level Skills – In-depth expertise in IBM Software, System Z, Storage, Power Systems, and MVS products to navigate complex deals and provide overall deal leadership. Software and Hardware Integration Knowledge – Understanding the relationship between hardware, software licenses, Software Maintenance Agreements (SWMA) Infrastructure Support and Premium Services – Proficiency in supporting IBM Infrastructure Support Services and Expert Care offerings, with the ability to position premium services for clients. Technical Sales and Solution Consulting – Ability to assist sellers, partners, and clients with technical sales expertise, solution-selling, and post-sales troubleshooting, especially in Expert Care, Premium IIS, and MVS offerings Selling Expertise – Skilled in , direct, and partner sales engagements, optimizing technical knowledge across routes, IBM Logos, and sales channels.