Customer Success Architect – Security

Introduction
A Customer Success Manager Architect (CSM) career in IBM means a career where you’re helping clients fully realise the value of their existing IBM products whilst growing their adoption of next-generation technologies from across IBM’s wider portfolio. It means being a trusted strategic advisor to some of the world’s most transformational enterprises and culturally influential brands as they rely on your expertise and our technology to solve some of their hardest problems.

Excellent onboarding and an industry leading learning culture will set you up for positive impact and success whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team you’ll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that will have a positive impact to the world around us.

Your Role and Responsibilities
A Customer Success Architect – Security drives business value and technology outcomes throughout customer lifecycle with SECURITY Growth Offerings to support Hybrid Cloud Platform strategy.

Your Role and Responsibilities

• Responsible for use case identification and value realization for SECURITY Growth Offerings
• Architects and co-creates MVP alongside customer practitioners
• Drives increased usage and adoption for SECURITY Growth Offerings
• Guides customer IT executives through the changes needed to unlock the full value of hybrid cloud
• Demonstrates value of Growth Offerings to the customer and identifies additional opportunities for adoption
• Activates early renewal conversations drives upsell and works with renewal team to ensure execution of the renewal process

Required Technical and Professional Expertise

• Exude deep understanding of customers and value customer business and technology needs; becomes the face of IBM to the customer
• Co-defines customer roadmap for implementation and value realization alongside customer
• Possess Technical knowledge to drive adoption. Serves as a trusted expert for customers cloud migration and deployment of IBM Security Growth Offerings
• Conduct workshops with customer to align IT architecture integration & migration requirements
• Execute customer success plan to drive adoption post-deployment
• Build and execute retention and expansion plays

Preferred Technical and Professional Expertise

• Technical understanding and hands-on experience with Containers or equivalent Value Prop Use Cases Competitive Differentiation
• Experience with enterprise software implementations/operation/presale in 1 or 2 of this Security areas:
  • Extended detection and response (IBM Qradar SIEM SOAR NDR)
  • Data Security (IBM Guardium)
  • Identity and Access Management
• Ability to show customers how to “use” the offerings to get to first productive use and proactive expansion
• Analytical mindset and problem-solving skills
• Understanding of enterprise software implementations SaaS / IaaS / PaaS and cloud applications
• Strong interpersonal relationship building and executive communications skills
• 1-2 years of experience in Customer Success Professional Services and/or Services Industries Technical Sales (e.g. technology or management consulting)