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Introduction

You will 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. You will work closely with clients, the IBM sales community and business partners. You have consultative selling skills, supplemented by deep technical expertise.

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 education
High School Diploma/GED
Preferred education
Bachelor's Degree
Required technical and professional 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

 

You are comfortable working in a matrixed organization, teaming and building trusted relationships with other service lines and business units within IBM to close deals.  You 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

ABOUT BUSINESS UNIT

IBM Consulting is IBM’s consulting and global professional services business, with market leading capabilities in business and technology transformation. With deep expertise in many industries, we offer strategy, experience, technology, and operations services to many of the most innovative and valuable companies in the world. Our people are focused on accelerating our clients’ businesses through the power of collaboration. We believe in the power of technology responsibly used to help people, partners and the planet.

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

IBM wants you to bring your whole self to work and for you this might mean the ability to work flexibly. If you are interested in a flexible working pattern, please talk to our recruitment team to find out if this is possible in the current working environment.