Software Client Architect (Pre-Sales, IBM Z)

Location:
Job Type: Full time
Salary:
Reference: 188513BR

Job Description

We life in an era of remarkable change and opportunity. You have the chance to join the most modern platform IBM offers - the IBM z (mainframe).

The world's economy runs on IBM Z. As the world continues to evolve, so too does the platform, including ground breaking technical innovations like pervasive encryption as well as ensuring IBM Z extends to be part of the most relevant technical ecosystems, leveraging API's, DevOps and Operational Analytics. In addition, IBM Z is expanding its delivery model to include leading ‘as a Service’ offerings such as the IBM Blockchain Platform, built on top of IBM Z.

About the job

As an enterprise Pre-Sales Architect, you will partner with customers, Business Partners, Independent software vendor’s (ISVs), our sales team and several other regional and global IBM teams to craft highly scalable, flexible and resilient IBM z architectures that address customer business problems and accelerate the adoption of IBM software and services on the platform.

The IBM Z Software Pre-Sales Architect is a key and active member of our Cloud sales organisation in Australia and responsible to meet/exceed client expectations and key business measurements.

In collaboration with sales, you will drive revenue growth across a set of customers in Canberra (Federal Government). As a trusted customer advocate, you will help organisations understand best practices around advanced cloud-based solutions, and how to modernise existing workloads.

You will have the opportunity to help shape and execute a strategy to build mindshare and broad use of IBM z within enterprise customers. The ideal candidate will be self-motivated with a proven track record in software/technology pre-sales. The ability to connect technology with measurable business value is critical and you should also have a demonstrated ability to think strategically about business, products, and technical challenges.

What will I be doing?

Responsible for all products being sold on the mainframe platform.

Understanding of the complex customer requirements

Apply technology to customer requirements

Driving high levels of customer engagement

Create a robust sales lead pipeline

Maintaining competitor and market knowledge; keeping an eye out for gaps in the market and opportunities for growth

Responsibilities

  • In partnership with the sales team, formulate and execute a sales strategy to exceed revenue objectives through the adoption of IBM z hardware, software and services

  • Be a key member of the Cloud sales organisation in Australia and responsible to meet/exceed client expectations and key business measurements.

  • Establish long-term relationships with clients, business partners and ISVs. Become a trusted technical advisor with key client stakeholders (e.g., CIO, CTO, COO, LOB Executives).

  • Demonstrate the value of IBM z solutions and offerings to customers.

  • Deliver outstanding business results by identifying and progressing opportunities

  • Provide proactive, technical counsel to customers key IT executives on technical strategy, innovations, direction, solutions and projects around IBM z solutions

  • Lead Solution Design on complex deals to deliver client value, satisfaction and loyalty from pre-sales through delivery.

  • Accelerate Client Innovation and assure clients gain value from application of new technologies, such as CAMS, Cognitive, existing IBM strategic technologies and Industry solutions

  • Provide your customers access to IBM’s global technical and innovation expertise, i.e.: the wider technical community and research/development labs to ensure appropriate technical coverage of business opportunities

  • Lead brand technical sellers in all efforts to take wallet share from competitors, especially in strategic, growth areas.

Qualities, Skills and Experience

  • Experienced Technical Sales profession with 5+ years of related experience in technical sales leadership roles;
  • Experience in Pre-sales, particularly with a background in sales to Federal Government clients;
  • Experience in mainframe architecture, particularly IBM Systems, especially IBM Z and z/SW Portfolio software solutions;
  • Ability to drive and influence Stakeholder across organizational boundaries through negotiation, organizational, presentation, envisioning, writing, and verbal communication skills required;
  • Ability to collect business and technical information from clients regarding requirements and play a key role in composing, researching and delivering responses to RFPs.
  • High level and quality communication, including being comfortable communicating across internal and external organisations, with a variety of client contacts of technical and non-technical background;
  • A passion for technology. Constant and contagious desire to learn new technologies (e.g. Blockchain, Cognitive, Security).

As this role is working with Government clients, you must be an Australian Citizen at the time of applying to this role. You must be willing to obtain security clearance.

‘THINK’ has been our slogan since 1911, and now it’s time for you to do so, then act…… if you’re ready to start your next challenge click the apply button now. To find out more, head to www.ibm.com.au/careers

Required Technical and Professional Expertise

  • Experienced Technical Sales profession with 5+ years of related experience in technical sales leadership roles;
  • Experience in Pre-sales, particularly with a background in sales to Federal Government clients;
  • Ability to drive and influence Stakeholder across organizational boundaries through negotiation, organizational, presentation, envisioning, writing, and verbal communication skills required;
  • Ability to collect business and technical information from clients regarding requirements and play a key role in composing, researching and delivering responses to RFPs.
  • High level and quality communication, including being comfortable communicating across internal and external organisations, with a variety of client contacts of technical and non-technical background.

Preferred Tech and Prof Experience

  • Experience in mainframe architecture, particularly IBM Systems, especially IBM Z and z/SW Portfolio software solutions;
  • A passion for technology. Constant and contagious desire to learn new technologies (e.g. Blockchain, Cognitive, Security).

EO Statement

IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.