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. You will be joining our industry leading Open Hybrid Cloud Platform & AI team. IBM's open hybrid cloud platform architecture, based on RedHat OpenShift, works with the entire range of clients' existing IT infrastructures, regardless of vendor. This platform allows clients to "write-once/run-anywhere," and enables a hybrid cloud approach that drives up to 2.5 times more value for clients than a public cloud-only solution. Join us in addressing this 1 trillion dollar addressable market". You can see more here @ https://www.ibm.com/cloud/hybrid
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Your Role and Responsibilities
As a Customer Success Manager (Architect) you will apply your technical skills to help our customers achieve their business outcomes with hybrid cloud & AI Growth Offerings. You will be responsible for use case identification, solution architecture design, MVP builds, and adoption of our Growth Offerings that run on Red Hat OpenShift. You will also guide IT executives through the changes needed to unlock the full value of hybrid cloud, show users how to get value out of their solutions, identify expansion opportunities, and work with the renewal team to ensure execution of the renewal process.
To be successful in this role you:
- Demonstrate a history of success as a consultant, pre-sales, technical account management, enterprise architect, or equivalent
- Deeply understand customer business and technology needs; become the face of IBM to the customer
- Serve as a trusted technical expert for the customer's cloud migration, deployment, and adoption of Hybrid Cloud & AI Growth Offerings
- Have a proven track record of leading technical conversations and persuading others to take action based on requirements and value provided by solutions
- Have handled difficult customers or situations and can demonstrate resolutions
- Willingness to take initiative and tackle things on your own
- Ability to navigate data and people to find answers
- Execute customer success plan to drive adoption post-deployment
Required Technical and Professional Expertise
- Technical understanding and hands-on experience with Containers, OpenShift, Value Prop, Use Cases, Competitive Differentiation
- Technical understanding of IBM Middleware / Software / Cloud Services
- Experience with enterprise software implementations
- Ability to show customers how to "use" the offerings to get to first productive use and
- proactive expansion
- Can build a growth plan to demonstrate how Growth Offerings will deliver customer
- outcomes
- 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
- Can manage multiple customer accounts and projects simultaneously
Preferred Technical and Professional Expertise
- 5-10 years of experience in Customer Success, Professional Services and/or Services Industries, Technical Sales (e.g., technology or management consulting)
- Experience working with OpenShift and Hybrid Cloud & AI Growth Offerings
- Experience working in B2B Enterprise Software, SaaS / IaaS / PaaS and/or Cloud