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Technical Sales Architect - Ecosystems

IBM

IBM

IT, Sales & Business Development
Posted on Mar 11, 2026
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Introduction

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.

Your role and responsibilities

As a Partner Technical Lead, you act as the Chief Technical Architect for IBM’s Build Partner ecosystem. You help ISVs, Digital Solutions Providers, and Platform providers weave IBM’s DNA into their own tech stacks to co-create AI-powered solutions. IBM’s SaaS products - including watsonx.ai, watsonx Orchestrate, watsonx.data, Guardium, Instana, Apptio, DataStax, and HashiCorp – are available on AWS or IBM Cloud. You own the technical relationship end-to-end.

A day-in-the-life of this role may include, but not be limited to:

• Design embedded solutions that incorporate IBM SaaS products into partner offerings, identifying integration points, deployment models, and hosting strategies across AWS and IBM Cloud.

• Own the technical content of Joint Strategy Plans (JSPs) for assigned Build Partners, including current-state and target-state architectures, gap analyses, and product mappings.

• Lead discovery workshops with partner CPOs and CTOs to translate high-level requirements into actionable technical partnership roadmaps.

• Lead the three-phase engagement approach: internal discovery on partner history, partner discovery through reverse demos and architecture reviews, and executive briefings.

• Conduct Architecture Health Checks to ensure embedded IBM components perform optimally as the partner’s user base scales.

• Track SaaS consumption metrics and facilitate quarterly technical reviews to align partner product releases with IBM’s roadmap.

• Identify expansion opportunities by mapping additional IBM services to the partner’s evolving business needs.

• Document and present the partnership’s compounding value to executive stakeholders.

• Serve as the technical voice in executive briefings covering Voice of the Partner insights, State of the Union, and JSP initiation.

• Coordinate across IBM teams and delivery vendors to ensure coherent multi-party delivery models.

Required education
High School Diploma/GED
Preferred education
Bachelor's Degree
Required technical and professional expertise

• High Level Experience years in solutions architecture, cloud architecture, or technical pre-sales, with 3+ years in a partner-facing or ecosystem role.

• Proven ability to design multi-product solution architectures for enterprise clients or partners.

• Domain knowledge across: AI/ML platforms, agentic AI and multi-agent orchestration, data lakehouse and database technologies, application observability, data security and compliance, infrastructure automation, and IT financial management.

• Experience leading technical discovery workshops and translating partner architectures into product mappings and go-to-market strategies.

• Strong understanding of cloud-native architectures, Kubernetes, microservices, and SaaS deployment models.

• Excellent communication skills with the ability to present to C-level executives and translate between technical and business audiences.

• A bias toward ownership - you drive engagements forward without waiting for direction.

Preferred technical and professional experience

• Working knowledge of IBM’s SaaS portfolio: watsonx.ai, watsonx Orchestrate, watsonx.data, Guardium, Instana, Apptio, DataStax, and HashiCorp.

• Functional knowledge of AWS and/or IBM Cloud platforms.

• Experience developing joint strategy plans or technical account plans with ISVs or Build Partners.

• Familiarity with AI/ML architectures including model training, inference, governance, agentic frameworks, and multi-agent orchestration.

• Experience in financial services, fintech, or regulated industries.

• IBM or AWS certifications.

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

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

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 500 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.

IBM is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

OTHER RELEVANT JOB DETAILS

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

- Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being

- Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs

- Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law

- Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals

- Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences

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

This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

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.

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.


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. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.

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