Your Role and Responsibilities
The IBM Identity & Access Management (IAM) Security Client Technical Specialist position is an integral part of the sales organisation and work closely with the Sales team through the pre-sales cycle. The role requires carrying out solution technical presentations, demonstrations, delivering Proof-of-Concepts and ensure client readiness for the implementation of proposed security solutions. The role also expects to deliver Business Partner technical enablement for identity governance, access management and privileged account management. Business Partner technical enablement is a channel to build Business Partner skills, to keep them up to date with new security capabilities incorporated within our products and solutions.
In this role, you will be a solution subject matter expert - analysing customer situations and requirements and designing high quality identity & access management solutions, which are tailored to the client s business and technical needs in a way that is valued by the customer and superior to the competition. It is essential the candidate can apply in-depth understanding of best practices, key concepts, products, offerings and services within the IBM IAM Security portfolio and utilize knowledge and experience
about technology, industry and business.
Responsibilities:
• Technical Accelerators that includes solution presentation, demonstrations, Proof of Technology & Proof of Concepts for IBM IAM products.
• Acts as IBM Security subject-matter technical expert to validate how a proposed solution meets and exceeds customer requirements.
• Build confidence with clients to become their trusted advisor for IAM.
• Supports sales team on prospect conference calls, WebEx and onsite visits by providing product demonstrations; expertly responds to technical questions and explains features in the context of solving customer s business problems using
IBM IAM Solutions.
• Leads technical response to client s Request for Proposals (RFP) and Request
for Information (RFI) with the ability to articulate through writing clearly high- quality responses that describes the solution and how it meets the customers functional and non-functional requirements.
• Proactively scope the technical solution required to address customer requirements, assess customers met and unmet needs, and recommend solutions that optimize value. Identify additional business development opportunities.
• Monitor customer support for technical solutions proposed throughout the sales process, intervening or alerting the sales and account teams to potential risks.
• Effectively communicate within the IBM Security Systems Division providing feedback from the field in support of business opportunities that can grow our security solution.
• Help deliver Business Partner technical enablement to continually build & maintain their skills.
• Willingness to travel (up to 50%) for customer engagements and training/ enablement.
