- 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
Being You @ IBMIBM 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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
Required Technical and Professional ExpertiseThe 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 Experience• 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
Other Relevant Job DetailsIBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:
- Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being.
- Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs.
- Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law.
- Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals.
- Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences.
The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.
This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.
We consider qualified applicants with criminal histories, consistent with applicable law.
This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.
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