Introduction
The Solution Consultant is responsible for partnering with a Sales Account managers to drive revenue by helping to qualify sales opportunities and then bring those qualified opportunities to closure. The Solution Consultant will manage compelling solution-based value propositions, demonstrations, RFI/RFPs, technical validation activities, and implementation strategies that address the prospect's critical needs and business requirements. Solution Consultants will lead development of the solution to propose and be the technical resource coordinator for solution specific sales cycles where needed.
Excellent onboarding training will set you up for success, whilst ongoing development will continue to advance your career through its upward trajectory. Our sales environment is fast-paced and supportive. Always part of a team, you'll be surrounded by leaders and colleagues who are always willing to help and be helped - as you support MVPs and proofs of concept (PoC) that compel clients to invest in IBM's products and services.
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Your role and responsibilities
A Solution Consultant's specific job responsibilities are:
• Perform Discovery: Assist in the identification of potential sales opportunities and in discovering a particular prospect's IT business management challenges and vision for a solution to those challenges.
• Create RFI/RFP Responses: Lead the creation of a response to a specific prospect's request for information or proposal, including creating and formatting the content, ensuring the quality of the response, and ensuring timely delivery of the response.
• Create Presentations and Demonstrations: Lead the creation of specific prospect's requirement presentations highlighting challenges, solutions and value. Align these capabilities with an associated demonstration of solution capability using the Apptio software. Contribute to the overall presentation and demonstration creation enabling the presales community to leverage common created content.
• Perform Product Presentations & Demonstrations: Deliver product presentations and configured demonstrations to prove Apptio's ability to meet a prospect's IT Business Management challenges. The resulting demonstration and subsequent outcomes are initial proofs as to how Apptio can deliver value around IT business and financial management based on what was learned about that prospect in a Discovery session and throughout the engagement. These are to be delivered both live and remotely.
• Perform Apptio Architecture / Technical Components Overview: Deliver an in-depth overview of Apptio's technical architecture and proprietary product capabilities that provide its unique value in the market.
• Execute Technical Validation Events: Manage to successful conclusion the sometimes necessary technical validation events that require Apptio Presales to leverage data and other information provided by a prospect to show that prospect, in detail specific to them, the value of leveraging Apptio's solution.
• Share Lessons Learned: Share your selling and technical experience with the rest of the Apptio Presales team, both formally and informally.
• Provide Collaboration and Support: Assist other Solution Consultants in the execution of the above responsibilities.
• Provide feedback: Provide feedback to product management about the successes and failures in the field.
Required education
Bachelor's Degree
Preferred education
Bachelor's Degree
Required technical and professional expertise
- Bachelor's Degree or similar
- FinOps or TBM Certification
- Cloud provider certification, either: AWS, Azure, GCP
- Strong written and verbal communication and presenations skills
- 5+ Years experience in enterprise software solution selling or consulting
Preferred technical and professional experience
• Experience with Application and Infrastructure Management
• Experience with basic financial and accounting concepts
• Experience with common data transformation concepts (API's, Normalization, etc...)
ABOUT BUSINESS UNIT
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
YOUR LIFE @ IBM
In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.
Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.
Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.
Are you ready to be an IBMer?
ABOUT IBM
IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.
Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.
At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
OTHER RELEVANT JOB DETAILS
All our positions are eligible for people with disabilities PwD or rehabilitated.