**Introduction** An IBM Account Technical Leader collaborates with the client to build and execute an IBM Client Technical Strategy (CTS) based on the client’s business and technical challenges, strategies, and priorities. The Account Technical Leader showcases IBM and IBM Technology to the client. They have a deep and intense POV and are the leading advocates for the Technology Decision Points. Through the Client's Technical Strategy and the Technology Decision Points, they land and expand the IBM Sales Plays to support winning the Hybrid Cloud Platform. They lead the technical POV and technical engagement with the client. Account Technical Leaders direct leadership and ownership of the client experience of IBM Technology; defining client use cases from their CTS, engaging the customer on co-creation, defining the architecture, and engaging IBM Client Engineering and CSM directly with the client for Workshops, MVPs, and deployment; direct engagement with IBM Labs and Research to showcase innovation, technology roadmaps, product feedback, etc.; and foster direct relationships with developers, and researchers, and support resources with our clients. **Your role and responsibilities** The Technical Account Manager is the trusted technical advisor to IBM and /or third-party Partner clients. Collaborating across pre-and post-sales teams, you'll help set the most appropriate technology strategy and solution design to complement clients' present and future needs. Your primary responsibilities will include: Cultivating Collaborative Culture: Develop a growth mindset to foster a collaborative, resilient, results-oriented culture with a passion for winning. Product Adoption: Help land and expand product adoption across IBM's portfolio by demonstrating value in the context of clients' businesses, industries, and competitor landscapes. Client Technology Experience: Own and lead a client's experience of IBM technology and define use cases from their technical strategies. Customer Engagement: Engage customers in experiential workshops and collaborate with Client Engineering and Customer Success teams to shape sessions that produce transformation-inspiring prototypes and compelling long-term investments. Industry Expertise: Maintain deep expertise in industry trends and their contemporary application to solving enterprise-scale technology problems. **Required technical and professional expertise** * Technical Expertise: Deep technical and architectural expertise across various technologies, including cloud (with general container skills), business automation, and infrastructure. * Proven Leadership: A proven leader with a history of coordinating an array of technical sales talent through demand generation, deal progression, post-close deployment, and ongoing, increasing adoption of deployed solutions. * Communication and Collaboration Skills: Palpable people, communication, and collaboration skills, with a proven record of networking, co-creating, and influencing as the technical expert throughout the successful closure and post-closure expansion of complex technology sales cycles (c. $100k - $1 mil+ deals). * Sales Techniques: Experience in successfully applying Consultative/Challenger sales techniques that 'lead to solutions' vs. 'lead with solutions. * Agile and Best Practices: Solid experience in using agile and other contemporary best practices (e.g., DevOps and design thinking) to deliver in a nimble and fast way successfully. **Preferred technical and professional experience** * IBM Technology Proficiency: Proficiency in a wide range of IBM's technology solutions, include Cloud, Data & AI, and more