• Job Description

  Req#: 723214BR

  Your Role and Responsibilities

  As a Business Technology Leader within IBM Client Engineering, you will have a key role to be the business outcome champion and will be involved in all aspects of our pilots, from identifying the business requirements to leading the delivery of the co-creation experience to defining the business case. With advanced knowledge of your industry and deep appreciation of your clients’ business challenges, you’ll be a trusted advisor and catalyst for client engagements and bring together multi-skilled sales and technical specialists to show how our hybrid cloud and AI technology can deliver business value to our clients and accelerate their digital transformation.
  Your primary responsibilities as a Business Technology Leader will include:

  • Engagement Leadership: Establish and maintain trusted relationships with the client as well as the diverse and high-performing technical pre-sales engagement team to lead the Client Engineering engagement, from initial client contact through to pilot completion.
  • Business Value Champion – Understand the business objectives of the client and of the underlying technology being proposed and lead client workshops to help define the scope of the solutions to address the customer requirements. Collaborate with colleagues on the account team as well as with the client to lead the definition and communication of the business and technical value of IBM’s technology, tuned to the client’s requirements.
  • Business Opportunity Identification. Stay at the forefront of essential business, industry, and technology knowledge and apply contemporary thought leadership in areas such as hybrid cloud, data and AI, security, storage, and IT architecture to help identify and qualify opportunities and to define engagement strategies specific to the client requirements.
  • Culture Development: Cultivate a culture focused on agility, pragmatism, and speed, emphasizing continuous learning and knowledge sharing to drive client success.

  Introduction

  Technology sales at IBM is evolving its way of working to break beyond boundaries with innovative approaches. Preferring to 'show' vs. 'tell', Client Engineering co-creates with clients, in real-time, on solutions to their hardest business challenges.
  
  As a Business Technology Leader within a Client Engineering squad, you’ll be a key player in a multi-disciplinary team made up of Architects, AI Specialists, Designers, and Platform Developers. The brightest and creative minds collaborating with clients as one team and contributing to experiential working sessions and builds. The outputs of which produce pilots that lead to the deployment of enterprise-scale solutions at start-up speed.
  
  Being a seasoned leader and innovative strategist, the Business Technology Leader is the engine of business development as you qualify and prioritize Client Engineering engagements and have a key role to partner with Technology Leaders across the IBM sales team as well as Client Engineering to drive the execution of these experiential client engagements and deliver against the business value objectives for the client.
  
  Excellent onboarding training will set you up for success, whilst ongoing development will continue to advance your career through its upward trajectory. Our sales environment is fast-paced and supportive. Always part of a team, you'll be surrounded by leaders and colleagues who are always willing to help and be helped – as you steer the creation of pilots that compel client’s to invest in IBM’s products and services and that deliver business impact.

  Required Technical and Professional Expertise

  At least 2 – 3 years of experience in:

  • Data, AI and Cloud Technology Expertise: Extensive experience in applying data, AI and/or cloud technologies as solutions to address enterprise-scale challenges
  • Leadership Track Record: Proven, consistent track record of successfully leading cross-functional teams, developing collaborative relationships at all levels within an organization and developing business within a fast-paced, complex technology sales environment.
  • Communication and Collaboration Skills: Demonstrated people, communication, and collaboration skills with a documented record of executive-level networking and influencing throughout the successful closure of complex technology sales cycles, including deals of substantial value
  • Business Strategy and Financial Expertise: Expertise in financial modeling, business case evaluations, business, and operations strategy, with a track record of successfully applying these skills to develop and assess the business value key to securing business in enterprise-scale sales environments.
  • Agile Project Management: Demonstrated mastery of agile practices, ensuring the timely and within-budget delivery of technology projects.

  Preferred Technical and Professional Experience

  • Pre-Sales Experience: Experience in the pre-sale aspect of the technology sales cycle, with a proven ability to guide clients through the decision-making process.
  • Leadership - Experience working in dynamic team environments and cross-functionally with teams such as Product Management, Engineering, and Customer Success.
  • Bilingualism Preferred but not required (English/French).

  • MBA or Equivalent: An MBA qualification or equivalent educational background.

  Required Education

  Bachelor's Degree

  Preferred Education

  Master's Degree

  About Business Unit

  Client Engineering within IBM Technology Sales is about proactive initiative, controlled speed and positive impact to clients. Moving fast, we've a bias for action, and an obsession to support our clients overcome their hardest problems through fast-paced and agile co-creative experiences.
  
  In a world where technology moves at speed, it's essential that we stay ahead of the curve to provide tailored solutions from across IBM's whole product suite, that meet our clients' needs. It's not enough for us to know that there are problems in the world. As a multi-disciplinary team of experts, we're obligated to make sure they're continually solved. It's an obsession that drives us to help our clients modernize and thrive.

  Wonder if IBM is the one for you?

  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.

  Other Relevant Job Details

  Must have the ability to work in Canada without sponsorship.
  
  This role will involve working with technology that is covered by Export Regulations sanctions. If you are a Foreign National from any of the following US sanctioned countries (Cuba, Iran, North Korea, Syria, and the Crimea, Luhansk, Donetsk, Kherson, and Zaporizhia regions of Ukraine) on a work permit, you are not eligible for employment in this position.

  Being You @ IBM

  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.

  Country/Region

  Canada

  State / Province

  Ontario

  City / Township / Village

  Toronto

  IBM Business Group

  Global Sales

  Primary job category

  Sales

  Secondary Job Category

  Client Engineering Sales

  Role ( Job Role )

  Client Engineering - Business Technology Leader

  Employment Type

  Full-Time

  Contract type

  Regular

  Early Professional Track

  Industry Early Professional

  Position Type

  Early Professional

  Travel Required

  Up to 40% or 2 days a week (home on weekends- based on project requirements)

  Company

  (0026) IBM Canada Limited - IBM Canada Limitee

  Is this role a commissionable/sales incentive based position?

  Yes

  ERBP

  Yes

  Referral Promo Code

  IBMReferred_NorthAmerica

  Company Label

  IBM

• About the company

  IBM is a global technology and innovation company headquartered in Armonk, NY. It is the largest technology and consulting employer in the world, with more than 375,000 employees serving clients in 170 countries. Just completing its 22nd year of patent leadership, IBM Research has defined the future of information technology with more than 3,000 researchers in 12 labs located across six continents.

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