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Digital Business Automation Specialist / Technical Sales Specialist

IBM Middle East

Doha, Qatar

Ref: RP805-145

Job description / Role

Job Description

IBM Qatar is looking for a Senior Digital Business Automation (DBA) Technical Sales Specialist with extensive experience and expertise with IBM Workflow (BPM & Case Manager), IBM Content Management (FileNet & CMOD), IBM ODM, RPA (Automation Anywhere) and IBM Datacap. He/She will be responsible for designing and selling DBA solutions as well as leading interactions with the wider ecosystem of Business Partners.

We value problem solving skills and an attitude towards learning, great communication and accountability. Qualified candidate will be working in a presales team to promote and sell IBM's DBA software to clients across industries.

Client Technical Specialists are technical consultants to clients, IBM sales teams and IBM Business Partners. They understand the client's business requirements, technical requirements and/or competitive landscape. They provide technical sales support which may include: collaborate with IBM sales teams to define, design, and detail the technical aspects and feasibility of proposed solutions; deliver Proof of Concept; develop and deliver technical education; support critical situations; design solutions; and answer technical questions.

Within their area of speciality in DBA, key activities for the Technical Specialist in this role will include:

- Customer Engagements - Provide leadership and subject matter expertise to customers in Qatar on DBA opportunities. Successfully conducts Proofs-of-Concepts, Proofs-of-Technology, Demos, Design/Discovery Workshops, etc. that drive DBA revenues.
- Technical Sales Accelerators - Develop and deliver product presentations, complex demonstrations, discovery workshops, deep-dive discussions and whiteboard sessions that demonstrate the business value and technical strength of IBM's DBA software.
- Deployment Support - Support existing DBA clients to see the value of the DBA software they acquired. This includes providing guidance and best practices to the implementation team, in addition to working with IBM support team and product team to accelerate the resolution of support tickets/PMR's.
- Business Partner Engagement -Develop innovative enablement Programs for the BP community that highlights important new product features, capabilities, and deployment patterns. Support BP in a way to make them independent from a sales stand point
- Collaborate with the wider IBM team in Middle East Africa and WW for enablement and customer engagements

Additional responsibilities include:

- Apply product and industry-specific knowledge to understand business problems and bring relevant recommendations to the client.
- Collaborating with IBM Hybrid Cloud Integration sales teams to define, design, and detail the technical aspects and feasibility of proposed solutions.
- Support customer-facing and prospect education activities, such as trade events, user conferences, delivering Proofs of Concept, and delivering product demonstrations.
- Removing inhibitors to the sale through discovery, assessments, whiteboard/chalk talks, presentations, and demonstrations.
- Taking initiatives to own accounts and issues and driving team members toward common goal of winning business.
- Assist with software deployments and resolution of post-sales issues.

Requirements

Required Technical and Professional Expertise

- A master or bachelor degree in IT, computer science, computer engineering, or similar field.
- Provide exhibited product knowledge from both functional and technical standpoints of IBM DBA portfolio.
- Demonstrate knowledge of and ability to work with XPDL/BPEL, Process Modeling tools, Taxonomy Analysis, J2EE/EJB/Java, XML, IDE's, SQL and data modeling tools.
- Exhibit presentation and communication skills
- Possess understanding of the BPM and ECM technologies and market, including key competitive offerings.
- Ability to support training and consulting in post-sales tool and processing deployment situations.

Preferred Tech and Prof Experience

- A master or bachelor degree in IT, computer science, computer engineering, or similar field.
- Provide exhibited product knowledge from both functional and technical standpoints of IBM DBA portfolio.
- Demonstrate knowledge of and ability to work with XPDL/BPEL, Process Modeling tools, Taxonomy Analysis, J2EE/EJB/Java, XML, IDE's, SQL and data modeling tools.
- Exhibit presentation and communication skills
- Possess understanding of the BPM and ECM technologies and market, including key competitive offerings.
- Ability to support training and consulting in post-sales tool and processing deployment situations.

EO Statement

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, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

Preferred Education: Master's Degree Commissionable: Yes

Key Job Details

- Country: QA
- State: AR RAYYAN
- City: DOHA
- Category: Sales
- Required Education: Bachelor's Degree
- Position Type: Professional
- Employment Type: Full-Time
- Contract Type: Regular
- Location: DOHA, AR RAYYAN QA

About the Company

For more than six decades, IBM Middle East & Pakistan has played a vital role in shaping the information technology landscape of the region. Today, IBM is part of the region's technological fabric, solving real-world business and societal challenges, through its offices in UAE, Saudi Arabia, Qatar, Kuwait and Pakistan, and also a diversity of centers across the region.

Within the region, IBM currently has groundbreaking initiatives in cloud computing, analytics, mobile, security, as well as nanotechnology, eGovernment, healthcare and many more, collaborating with leading educational institutes and governments. IBM supports hundreds of clients to drive transformation through technology, contributes to regional research & development programs and has an active Corporate Service Corps (CSC) program.

Reinvention is a keyword in the company's history and, today, IBM is much more than a "hardware, software, services" company. IBM is now emerging as a cognitive solutions and cloud platform company.

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