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Dylan, Solutions Specialist at IBM: Advize Career Interview
A Lehigh University graduate with degrees in computer science and business, this IBM Solutions Specialist's career path is inspiring.
A two-year rotational program at IBM Global Business Services, followed by an MBA from UCLA, led to a sales role focusing on sustainability software licensing and pricing.
The daily work is dynamic, involving client interaction, software demos, collaboration, and navigating complex licensing models across multiple accounts.
Success requires teamwork, competitiveness, persistence, and a deep understanding of client needs—a lesson learned through experience. The fast-paced tech industry offers constant evolution and highly transferable skills.
Entry-level opportunities at IBM include consulting and sales programs, providing valuable training and client exposure.
This professional's journey highlights the value of a diverse skillset, adaptability, and a proactive approach to problem-solving within a collaborative team environment.
Advizer Information
Name
Job Title
Company
Undergrad
Grad Programs
Dylan Evans
Solutions Specialist
IBM
Lehigh University Class of 2010
UCLA Anderson MBA
Majors
Industries
Job Functions
Traits
Computer Science
Technology
Sales and Client Management
Worked 20+ Hours in School, Student Athlete
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Career Path Of A Solutions Specialist At IBM
Dylan's career journey began with a computer science and business degree from Lehigh University, immediately followed by a two-year rotational program at IBM's Global Business Services, "giving new hires experience in different roles." After roles in GIS deployments and intermittent work with IBM's events team supporting major sporting events, an MBA from UCLA and a pivot into sales led Dylan to their current position as a Solutions Specialist at IBM, where they focus on "licensing and pricing for a variety of solutions."
Main Responsibilities of a Solutions Specialist at IBM
Dylan, a Solutions Specialist at IBM, focuses on "handling licensing and pricing" for sustainability software across 20 diverse accounts, identifying opportunities for both expansion within existing clients and entirely new sales. This involves navigating "different licensing metrics and models," collaborating with technical teams, and meeting a revenue quota with multiple components.
A Day in the Life of a Solutions Specialist at IBM
A Solutions Specialist at IBM has a highly variable day-to-day experience, focusing on "identifying new opportunities and driving those to closures," which includes collaborating with colleagues, preparing and participating in software demos, aligning with business partners on pricing and documentation, and pursuing purchase orders, especially toward the end of sales cycles. This role necessitates a multifaceted approach combining sales, collaboration, and technical understanding of IBM's software portfolio.
Most Important Skills For A Solutions Specialist At IBM
Dylan, a Solutions Specialist at IBM, emphasizes teamwork as "pretty critical," highlighting the importance of collaboration within IBM's team structure to leverage resources and win deals. The pursuit of success also necessitates "competitiveness," "persistence," and a proactive approach to identifying "net new opportunities" to consistently meet sales quotas.
Favorite Parts of Being a Solutions Specialist at IBM
Dylan, a Solutions Specialist at IBM, most enjoys the client interaction aspect of the role, finding it "pretty rewarding" to help clients solve problems and leverage software for their benefit. The competitive, quantitative nature of sales, combined with extensive travel opportunities to places like London and Munich, also contributes significantly to their job satisfaction.
Biggest Challenges Faced By A Solutions Specialist At IBM
Dylan, an IBM Solutions Specialist, identifies three key challenges: adapting to diverse colleagues and clients' styles ("a lot of different people that I have to work with"), handling frequent client rejection inherent in sales ("you're not going to win every deal"), and mastering the details of a wide-ranging solution portfolio ("seven or eight tools"). These challenges highlight the dynamic and demanding nature of a sales career, particularly within a large corporation like IBM.
Favorite Parts Of Working In The Tech Industry As An IBM Solutions Specialist
Dylan, a Solutions Specialist at IBM, appreciates the tech industry's "fast-moving" nature and constant evolution, citing changes in deployment models and tools at IBM over their five years in sales as an example. This experience, they feel, makes their skills highly transferable, increasing career options.
What A Solutions Specialist At IBM Wishes They Had Known Before Entering Sales
While IBM's Global Sales School provided valuable mock sales call experience, the interviewee learned that effective sales "is much less about pitching your solution and more about understanding the client's goals and issues." This crucial lesson emphasizes the importance of needs analysis before presenting any solution, a skill the interviewee wishes they had grasped earlier in their career.
Entry-level positions for aspiring Solutions Specialists at IBM
IBM offers entry-level roles such as Consulting (via a "Consulting by degrees" program) and Sales ("Global sales all"), with training programs providing "exposure to different Industries and clients" and "mock sales calls." Other options include product or offering management, involving "shaping the software" based on client feedback via a "request for enhancement" system.
Significant Career Lesson From a Solutions Specialist at IBM
Dylan's most significant career lesson, learned at IBM, is the importance of effective teamwork: "working with people is very important," and knowing one's role within a team, leveraging others' expertise to achieve shared success in complex sales situations.
College Experiences That Helped A Solutions Specialist At IBM Succeed
Dylan's dual computer science and business undergraduate degree at Lehigh University provided a "solid foundation" by enabling communication across technical and business aspects, a skill many colleagues lacked. The competitive spirit fostered by Dylan's collegiate golf career further contributed to success in sales, highlighting the value of diverse experiences beyond academics.
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