SALES ENGINEERING

• Tailor IBM portfolio to resolve client pain points and achieve strategic direction of hybrid cloud and AI.

• Articulate full scope of business value using a value quadrant and financial modeling for ROI and TCO.

• Become a subject matter expertise of IBM portfolio and deliver demonstrations and proof of concepts.

• Design and prospect net new or expansion opportunities in alignment to the client business initiatives.

• Research full scope of IT ecosystem associated with each client including CSPs, ISVs, SIs, MSPs, etc.

• Identify key decision-makers and influencers to develop strategic relationship and value articulations.