[Hiring] Sterling Subject Matter Expert @Precisely

Role Description

The Sterling SME reports to the Director of OEM Partnerships and works closely with Precisely Sterling Support, Engineering, and Professional Services, and across the IBM Sterling seller and delivery ecosystem to win, accelerate, and protect Sterling revenue. This is a remote position anywhere in the US.

• Serve as the technical bridge between IBM's Sterling ecosystem and Precisely's ability to win, accelerate, and protect Sterling revenue.
• Own technical field enablement across the full IBM Sterling seller ecosystem, 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 PS engagements pre-sale, hand off cleanly to the Precisely Sterling delivery team at close, and engage IBM Sterling Business Partners for post-sale delivery.
• 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 partnering with Precisely Product, Engineering, Support, and PS.
• 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.

Qualifications

• 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.

Requirements

• Proficient in using AI tools (Copilot, Claude, or equivalent) to accelerate technical documentation, solution write-ups, cadence content, competitive analysis, and building and supporting demos using AI and Sterling AI agents.
• Ability to engage IBM technical sellers, sellers, and clients on AI and Agentic trends, specifically how Precisely's AI expertise with Sterling AI agents supports IBM clients' Sterling transformation roadmaps.
• Stays current on Sterling ecosystem dynamics and IBM GTM shifts using AI-assisted research, able to qualify and position Precisely's AI-ready data positioning without overpromising.

Preferred Skills

• 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.