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Precisely is a global leader in data quality, data enrichment, and location intelligence, serving over 12,000 organizations including 95 of the Fortune 100. The company is AI-first, embedding artificial intelligence throughout its products and operations.
This Sterling Subject Matter Expert role is 100% remote anywhere in the US and reports to the Director of OEM Partnerships. You will serve as the technical bridge between IBM's Sterling ecosystem and Precisely's go-to-market strategy, working closely with Precisely Sterling Support, Engineering, Professional Services, and the IBM Sterling seller and delivery ecosystem.
Key responsibilities include:
- Own technical field enablement across the full IBM Sterling seller ecosystem, including Technology Sellers, Expert Labs architects, Brand Sales Specialists, and Business Partners
- Qualify deals, assist with configurations, size environments, and run demos to advance IBM technology seller pipeline
- Train the trainers by building Sterling knowledge and deal readiness across IBM's technical seller audiences
- Scope Professional Services engagements pre-sale and hand off cleanly to the Precisely Sterling delivery team at close
- Develop and deliver technical pre-sales enablement content: prospecting guides, call scripts, competitive positioning, and objection-handling frameworks
- Deliver solution demonstrations and architecture discussions calibrated to audience, from C-suite briefings to engineering-level design sessions
- Provide field feedback to Precisely Product, Engineering, Support, and PS teams to inform roadmaps and GTM priorities
- Serve as the advocate between Precisely and IBM's Sterling technology sellers to build awareness, advance pipeline, and close deals
You will also leverage AI tools (Copilot, Claude, or equivalent) to accelerate technical documentation, solution write-ups, competitive analysis, and demo support. You'll engage IBM technical sellers and clients on AI and agentic trends, specifically positioning Precisely's AI expertise with Sterling AI agents.
Requirements:
- 7+ years in technical sales, pre-sales, sales engineering, or customer support with IBM Sterling B2Bi
- Demonstrated ability to engage technical practitioners and executive stakeholders across complex buyer and seller teams
- Proven experience scoping and positioning professional services engagements, delivery boundaries, SOW basics, and client expectation-setting
- Experience in OEM, reseller, or co-sell partner sales motions
- Strong written and verbal communication skills; ability to develop technical sales and enablement content independently
- Willingness to travel 10–20% for field engagement (F2F enablement sessions, IBM offices, client sites, events)
- Deep Sterling B2Bi product expertise, hands-on across administration, configuration, development, support, and deployment
- Ability to juggle multiple concurrent sales cycles, enablement programs, and reporting obligations in a fast-paced partner environment
- Proficiency in using AI tools (Copilot, Claude, or equivalent) to accelerate technical documentation, solution write-ups, and competitive analysis
- Ability to engage IBM technical sellers and clients on AI and agentic trends
- Stays current on Sterling ecosystem dynamics and IBM GTM shifts using AI-assisted research
Preferred:
- Experience working within or alongside Precisely or IBM Sterling related teams, Precisely Support, Professional Services, Technical Pre-Sales, or Engineering; or IBM Sales, Professional Services, or pre-sales technical support roles
- Background in application integration, managed file transfer (MFT), electronic data interchange (EDI), and systems sizing and architecture
- Experience in working in, standing up, or scaling a subject matter expert practice
