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IBM WW Sales Engineer in St Louis, Missouri


Client Technical Specialists (CTP) are the technical experts and advisors to clients, IBM sales teams and/or IBM Business Partners. As a CTP 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

This Sales Engineering (SE) role reports to WW Sales Leadership and is a critical piece of the Field Sales organization. The IBM Instana SE works with prospects and customers to prove the value of the Instana solution. As an IBM Instana Sales Engineer (SE), you’ll be the primary technical resource for the Field Sales teams. You will be responsible for actively driving and managing the technology evaluation stage of the sales process, working in conjunction with the sales team as the key technical advisor and advocate for our products and services.

The ideal candidate will be self-motivated with a proven track record in technical software sales and knowledge of technology. You should be comfortable working for a dynamic technical organization with a rapidly expanding customer base. You must possess strong presentation skills and be able to communicate clearly and professionally to emails, RFPs, and proposals. You need to be organized, analytical, and be able to eliminate sales obstacles using creative and adaptive approaches.

The SE will:

  • Act as a deep technical expert for Application Performance Management / Observability opportunities and leverage your experience to make presales engagements successful

  • Actively participate in development and progression of qualified opportunities for IBM Instana APM/Observability with the IBM Sales Team

  • Demonstrate the Instana offering at customer sites, remotely for customers, and at field events

  • Drive effective Proofs of Concept with customers that showcase how IBM Instana adds value to the clients' business

  • Enable, support and work with the Business Partner ecosystem.

  • Collaborate with other internal IBM teams to drive unmatched customer satisfaction.

  • Maintain an understanding of the client’s industry, including industry trends, industry business processes.

  • Collaborate with IBM sales teams to define, design, and detail the technical aspects and feasibility of proposed solutions.

  • Support customer technical escalations, on-site health checks, best practice sharing, designing solutions; and answer technical questions throughout the sales process in order to identify/progress/close sales and develop customer relationships.


  • Customer Oriented

  • Strong Communicator - Listening, Speaking, Debating, Presenting

  • Flexibility / Adaptability / Prioritization​ Skills / Team Oriented

  • Observation​ Skills

  • Problem Solving​ Skills

Technical Expertise:

  • IT Operations and Site Reliability Engineering (SRE)

  • Knowledge of the role of traditional IT Operations (ITOps) Engineers, tools they are typically using and pain points they are facing

  • Understanding of how a Site Reliability Engineer (SRE) approaches Operations to ensure that continuously delivered applications run efficiently and reliably by using software engineering and automation solutions.

  • Ability to assess where the client is on the journey from traditional IT Operations to SRE, and able to articulate and demonstrate the value of IBM Instana to help them with the transition.

  • Knowledge of DevSecOps concepts

  • Kubernetes Expertise:

  • Knowledge of building and operating clusters effectively on a Kubernetes platform

  • Understanding of the underlying open source and concepts around Storage, Networking, Security, Trouble Shooting, Management

  • Cloud Platform knowledge and in one of the following: Microsoft Azure, Google Cloud Platform/Anthos, Amazon/AWS, IBM Public Cloud

  • Understanding of containers and microservices application architecture.

  • Strong Linux Skills

Required Technical and Professional Expertise

  • 3+ years’ experience in selling and supporting software products to IT organizations.

  • 1+ years’ experience with one or more leading Application Performance Management (APM) AIOps, or Observability offerings in the market today (e.g. Dynatrace, New Relic, Datadog, App Dynamics, Splunk, SumoLogic, Devo, …)

Preferred Technical and Professional Expertise


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.

Your Life @ IBM

What matters to you when you’re looking for your next career challenge?

Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

Impact. Inclusion. Infinite Experiences. Do your best work ever.

About IBM

IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.

Location Statement

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.

IBM intends this job to be performed entirely outside of Colorado.

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.