Job Vacancies at IBM

Your primary responsibilities will include to:

• Apply your business insights, build and maintain client relationships, incorporate IBM Data & AI portfolio into client-valued solutions and ensure client readiness for the implementation of technical solutions.
• Apply industry-specific knowledge and experience, as well as deep product skill and competitive knowledge to bring new business and technology insights to assigned clients, in order to help drive revenue for the Data & AI Solutions portfolio.
• Actively develop and progress opportunities within the Data & AI and Cloud Pak for Data portfolio, mainly around Data Governance, including IIS, Data Stage, Data Quality Optim, MDM, and WKC.
• Provide strategic direction to Executive decision-makers related to their Information Architecture to support business transformation and their journey to AI.
• Deliver solution workshops, product demonstrations, technical education, and Proof of Concepts while articulating business value for our Data & AI solutions.
• Enable, support and work with the Business Partner ecosystem.
• Develop re-usable industry-specific assets and demonstrations.
• Collaborate with other internal IBM teams to drive unmatched customer satisfaction.
• Establish deep technical account relationships at each client site.
• Maintain an understanding of the clients 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.

Required Technical and Professional Expertise

• Fluent in English
• 5+ years’ experience in Information Architecture, Datawarehousing, ETL, Data Integration and Information Governance with hands-on engineering or field technical sales experience
• Skilled in IBM Hybrid Data Management Portfolio, including IBM Information Server, IBM Data Stage, IBM Data Quality, MDM, and Watson Knowledge Catalog
• Demonstrated level of business acumen as it applies to the client’s business
• Skilled in consultative selling, with an understanding of the client’s needs and IBM capabilities
• Commercially minded and capable of supporting end-to-end sales engagements with the ability to think, plan and act strategically
• Extensive networking and interpersonal skills in complex environments
• Self-starter with eagerness to seek and build new skills

Preferred Technical and Professional Expertise

• Experience using and developing infrastructure solutions including but not limited to: Big Data, Replication, Change Data Capture (CDC), DB2 warehouse, BigSQL
• Experience with enterprise scale distributed solutions/databases including but not limited to: DB2, PostGre SQL, MongoDB, Cloudant, etc.
• Knowledge of Hadoop marketplace including offerings of Cloudera, Hortonworks, MapR
• Experience with Appliances like Netezza, IIAS, IDAA
• Experience with cloud native solutions
• Experience with IBM Cloud Paks

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Your primary responsibilities will include:

• Understanding Client’s Challenge and Building Trust: Understand clients’ primary challenges and establish yourself as a trusted technical expert for their migration, deployment, and adoption of licensed software.
• C-Suite Stakeholder Relationship Building: Identify and nurture relationships with C-Suite stakeholders, encouraging them to act based on business requirements and the value provided by IBM’s solutions.
• Facilitating Use-Case Exploration and Business Framing: Lead and facilitate use-case exploration and business framing workshops, create client value realization models, including ROI and business value assessments.
• Customer Advisory Role: Actively work as the customer’s trusted advisor throughout all phases of onboarding, deployment and renewal, which includes executive briefings and health status checks.

Required Technical and Professional Expertise

• High Energy, Resilience, and Initiative: Demonstrated high levels of energy, resilience, initiative, and commitment to lead yourself and others through ambiguity to consistently deliver client value.
• ROI and Value Communication: Proven experience in creating and communicating ROIs, client value assessments and executive business reviews based on enterprise software implementation and delivery.
• Exceptional Networking Skills: With a verifiable record of influencing the c-suite throughout the closure and post-closure adoption of complex technology/software sales cycles (involving deals worth multi-millions).
• Effective Communication and Relationship Building: Demonstrable success in communication and relationship development at all levels, from engineers to CIOs, with excellence and comfort in navigating healthy debates that lead to sound decisions.
• Problem-Solving and Solution Presentation: Proficiency in navigating data, people, and processes to find answers and present solutions that compel further client investment and expanded adoption of provided solutions.

Preferred Technical and Professional Expertise

• Experience working with a broad spectrum of technology solutions – Cloud, Data & AI, security, automation etc. (training in IBM’s products will be provided).
• Experience working in sales of software, SaaS / IaaS / PaaS and/or Cloud

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• Engagement at various levels of the client organization to assess and identify solutions.
• Collaboration to define, design, and detail the technical aspects and feasibility of proposed solutions.
• Answer technical questions or RFPs throughout the sales process in order to progress and close sales.
• Deliver solution workshops, product demonstrations, technical education, and Proof of Concepts.
• Presenting our solutions and your point of view.
• Support technical escalations, helping clients and partners to adopt our technologies.
• Developing technical guidance.
• Provide technical assistance for marketing activities: Regional Workshops, User Group Meetings, Sales Seminars, Meet-ups, and Trade Shows

Required Technical and Professional Expertise

• 7+ years experience in Information Technology or Security.
• 5+ years experience in Software Pre-sales or Sales Engineering.
• Cybersecurity knowledge in solutions and methodologies which may include SIEM, XDR, NDR, SOAR, and Cloud Security
• Experience and track record in a Technical Sales or Delivery role.
• Experience in technical solution design and architectures.
• Knowledge of MITRE ATT&CK framework (or other comparable frameworks), implementation of security use cases, connection of third-party systems to SOC/SIEMs, and requirement analysis in security projects.
• Understanding of Security operations & relationships, and technologies used across the SOC in Incident Response.
• Fluent in spoken and written English.
• SaaS/Cloud experience.
• Excellent communication skills, including writing, speaking, and listening.
• Excellent presentation skills.
• Readiness to travel regionally

Preferred Technical and Professional Expertise

• CISSP, CISM or other Security related certification.
• Knowledge in Kubernetes/OpenShift Container Platform.
• Basic Node.JS skills.
• Scripting (Python, Perl, shell scripts) and programming skills (Python, Javascript, Java).
• Security Market Mastery: Expertise in the Security market to consult, advise, and rapidly establish your reputation as a trusted client advisor (training on IBM’s Security offerings provided).

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Your Role and Responsibilities

• As a TLS Sales Specialist you’ll be responsible for developing and maintaining both enterprise and commercial client relationships. Using your prospecting skills to develop new business, you’ll follow sales leads and support TSS in their growth into whitespace territories.
• Working within a team of sellers, you’ll strive to achieve growth targets, ensuring an active sales pipeline, facilitating pricing and quotations, and participate in sales campaigns and strategies. You’ll be an advocate for the interests of clients whilst ensuring TLS and IBM’s objectives are represented and fulfilled.
• As a detailed orientated person, you’ll find pleasure in producing offers and sales documentation. You’ll find the pace of work to be agreeable in achieving a fantastic work/life balance.

Required Technical and Professional Expertise

• Ideally have proven experience selling in a multi-vendor environment;
• Experience in selling Oracle and Microsoft support
• A proven track record overachieving targets and budgets & maintaining a high level of activity;
• Clear and effective business communications skills both written and verbal;
• Degree qualified in a relevant field;
• Understanding in range of infrastructure technologies. Knowledge of third-party Server & Storage, Networking and Open Source technologies is especially desirable;
• Passion for the job, Positive Attitude, Positive Energy, entrepreneurial spirit and creativity

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Your Role and Responsibilities

• A Customer Success Manager opportunity in IBM might be different to what you’re used to. In addition to the people and commercial skills often associated with this position, an IBM CSM is also an Architect.
• Someone with a deep understanding of technical complexities. A person who can quickly understand clients’ hard-to-understand technology issue and communicate them back in an easy-to-understand way.
• With deep roots in a hands-on technological background, and through different communication techniques, you’ll be able to showcase IBM solutions.
• Using excellent communication, you’ll articulate their compatibilities with a client’s stack via use-case identification, solution architecture design, and MVP builds.

Required Technical and Professional Expertise

• A provable track record of being the technical expert (e.g., Engineer or equivalent) in complex, successfully closed Technology sales cycles.
• A previous background of hands-on practical application within either Cloud, Data and AI, Automation, Integration or Security to quickly build credible trust with client stakeholders.
• Solid experience of using agile best practices to successfully deliver in a way that’s both nimble and fast.
• Demonstrable success of communication and personal relationship development at all levels – from engineers to CIOs.
• Can demonstrate a natural bias towards self-motivation and initiative in addition to navigating data and people to find answers and present solutions.

Preferred Technical and Professional Expertise

• Experience working with a broad spectrum of technology solutions – Cloud, Data & AI etc. (training in IBM’s products will be provided).
• Experience working in sales of software, SaaS / IaaS / PaaS and/or Cloud .