Solution Representative

Introduction
At IBM work is more than a job – it’s a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better but to attempt things you’ve never thought possible. Are you ready to lead in this new era of technology and solve some of the world’s most challenging problems? If so lets talk.

Your Role and Responsibilities

• Providing subject matter expertise working with Consulting Partners and Practice Leaders towards identifying and progressing Mainframe Modernization opportunities
• Creating pipeline via campaigns: defining developing executing and articulating business outcomes from campaigns targeted at Mainframe Modernization prospects
• Understanding typical industry business processes and architectures
• Establishing deep client relationships
• Communicating effectively with technical and business audiences
• Consultative selling with clients and sales teams to identify qualify define approach and craft services solutions for Mainframe Modernization opportunities
• Develop material using appropriate frameworks and models
• Facilitate and support modernization discovery and solutioning workshops
• Understand client’s business objectives challenges and current state
• Create a vision of the future state and outline implementation approach
• Define compelling business propositions for proposals and presentations
• Highlight benefit value creation key risks and mitigation strategies
• Identify and discuss issues with the client
• Work with the client and IBM teams to develop solutions
• Provide modernization solutions that increase clients’ competitiveness improve business operations drive largest business benefit and improve customer experience
• Establishing credibility with clients and IBM team members based on Mainframe Modernization expertise
• Effectively applying Mainframe Modernization techniques patterns and tools

Required Technical and Professional Expertise
The candidate shall be responsible for providing thought leadership for our clients’ hybrid cloud modernization journey. The ModernSystems Mainframe Modernization offering encompasses modernizing mainframe applications and data on the platform hybrid cloud environments and to the cloud as part of IBM Consulting overall Hybrid Cloud Services. The candidate will work closely with clients the IBM sales community and business partners. The candidate must have consultative selling skills supplemented by their deep technical expertise.

This role will focus on project sales including:

• Identifying opportunities and increasing pipeline
• Defining and executing sales campaigns for targeted accounts
• Participating in pre-sales activities to gain client mind share
• Assessing current client requirements and solutioning competitive offering
• Developing and presenting business cases and proposals

The candidate must be comfortable working in a matrixed organization teaming and building trusted relationships with other service lines and business units within IBM to close deals. Must also have skills partnering and building trusted relationship with senior client contacts including the CxO level.

Preferred Technical and Professional Expertise
• At least 10 years of experience in technical sales solutioning role
• At least 5 years of experience with North American clients
• At least 5 years of experience in application modernization consulting spanning the spectrum of modernization patterns
• Experience assessing client environments for modernization opportunities
• Experience developing and presenting impactful sales collateral to clients and internally
• At least 5 years of experience developing and refining services offerings
• At least 5 years of experience in a solution generating role
• At least 5 years of experience working with mainframe and distributed computing technologies including; COBOL CICS JCL IDMS Natural C# Java and / or .NET
• At least 3 years of experience in next gen technologies (e.g. Cloud Microservices API)
• At least 3 years of experience selling management consulting services
• At least 3 years of experience building C level client relationships
• At least 3 years of experience facilitating workshops / meetings
• Experience in Mainframe Application Development and/or DevOps
• Solution or Architecture Certification on AWS Azure IBM Cloud or Google Cloud