Technical Sales Specialist – AI Apps B2B Collaboration – Northeast in IBM at Cambridge, MA

  • Part Time
  • Cambridge, MA
  • Applications have closed

Website IBM

This listing is about IBM in Cambridge, MA
in 2022

About the job


Solutions Engineers (SE) are the technical experts and advisors to clients, IBM sales teams and/or IBM Business Partners. As a SE you understand the client’s business requirements, technical requirements and/or competitive landscape. You apply your business insights, build and maintain client relationships, incorporate hardware, software and services into client-valued solutions and ensure client readiness for the implementation of technical solutions. This is an opportunity to shape the future for both IBM and its clients. Start your journey now!

Your Role and Responsibilities

The Solutions Engineer engages in pre-sales activity of the sales cycle including: sales/business discussions, solution discovery, solution and business assessments, solution demonstrations, pilots and Proof of Concepts. They understand the client’s business requirements, technical requirements, and competitive landscape as it pertains to the Sterling B2B Collaboration Solutions and can craft those requirements into compelling proposals for IBM customers.

This role requires a consultative, solutions-focused approach that requires in-depth needs analysis, customized presentations and demonstrations, and delivery of written documentation and other material to support the sales team. When engaged for a specific opportunity or project, they are responsible for the technical accuracy of the proposed solution.

Responsibilities Of a Solutions Engineer As Trusted Advisor Includes

  • Client discovery, delivering tailored solution demonstrations for key client stakeholders Supporting responses to RFPs (requests for proposals) and RFIs (requests for information).
  • Creatively prescribing solutions to help solve business problems
  • Communicating these proposals at any level of the business required. Focus on high levels of client engagement pertaining to gaining technical wins of the IBM Sterling B2B Collaboration Solutions in a presales capacity
  • Demonstrate characteristics of a growth mindset, curiosity, creativity, and persistence.

Key Responsibilities

  • Performs in-depth analysis of customer’s business and technical requirements and develops clear definition of the appropriate solution including operational benefits, value benefits, scenarios, and value proposition
  • Develops and maintains product demonstration systems and assists other areas of the company in development of product demo systems
  • Leads and participates in solution architecture discussions and maintains an advanced understanding of the B2B Collaboration ecosystem including Supply Chain, EDI, Managed File Transfer, Value Added Networks, Systems Integration, Data Transformation, Transaction Visibility, and Hybrid Deployments including Cloud and Container technology
  • Ensures client success through deployment strategies (i.e. Engaging services and business partners to help a customer successfully deploy the technology)
  • Contributes to Opportunity Identification

Additional Information

  • The technical pre-sales specialist should have a thorough knowledge of the B2B electronic commerce.
  • Must have a proven record of successfully understanding client issues and pulling together strategies to ensure the client is successful.
  • Excellent customer relations; verbal and written communications skills. Ability to successfully work with sales reps to close business deals.
  • Ability to manage multiple accounts simultaneously.
  • Ability to learn IBM’s line of products and services.
  • Ability to analyze and resolve problems.
  • Ability to negotiate and prioritize projects.
  • Travel (when resumed) up to 50% or 3 days a week (home on weekends- based on project requirements)

Preference to hire in one of the following cities with flexibility to reside in reasonable commutable distance:

Boston MA, Buffalo NY, New York NY, Philadelphia PA, Pittsburgh PA, Stamford CT, Columbus OH, Cincinnati OH, Cleveland OH, or within the states of Maine, New Hampshire, Rhode Island, New Jersey.

Required Technical and Professional Expertise

  • At least 5 years of experience with IBM and/or competing B2B collaboration solutions. Pre-sales consulting and/or implementation experience is a plus
  • Extensive knowledge around Managed File Transfer and associated protocols (AS/2, SFTP etc) and Business Systems Integration technologies
  • Experience with Data Transformation technologies and common file formats including X12, XML, iDOC and JSON

Preferred Technical And Professional Expertise

  • Experience with the Sterling B2B collaboration portfolio including one or more of B2B Integrator, Sterling File Gateway, Connect:Direct, Control Center, Transformation Extender, and Secure Proxy
  • Understanding of the systems and products that make up the Supply Chain ecosystem (Order Management, ERP, Transportation Management, Warehouse Management, B2B Collaboration, MFT etc.)
  • Experience with Cloud and container technologies such as Docker, Kubernetes and OpenShift

About Business Unit

IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

This job requires you to be fully COVID-19 vaccinated prior to your start date, where legally permissible. Proof of vaccination status will be required. If you are unable to be vaccinated due to medical, pregnancy or religious reasons, we offer accommodations in accordance with applicable law.

Your Life @ IBM

Are you craving to learn more? Prepared to solve some of the world’s most unique challenges? And ready to shape the future for millions of people? If so, then it’s time to join us, express your individuality, unleash your curiosity and discover new possibilities.

Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change – to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.

It’s time to define your career.

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.

Location Statement


In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to

IBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work.

  • 12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.
  • World-class training and educational resources on our personalized, AI-driven learning platform. IBM’s learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.
  • Well-being programs to support mental and physical health.
  • Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).
  • Select educational reimbursement opportunities.
  • Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.
  • Giving and volunteer programs to benefit charitable organizations and local communities.
  • Discounts on retail products, services, and experiences.

This position is eligible for participation in an IBM sales incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change.

We consider qualified applicants with criminal histories, consistent with applicable law.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

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

Company: IBM

Vacancy Type:  

Job Location: Cambridge, MA

Application Deadline: N/A

Apply Here