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Your Role and Responsibilities
The Technical Business Development Executive shall be responsible for providing thought leadership for our clients end to end cloud modernization journey. The Cloud Modernization offering includes Cloud Migration and Modernization into hybrid cloud environments, Modernization of core legacy applications to the cloud and Cloud Application Operations services within IBM Global Business Services (GBS). As a member of the Cloud Modernization Services team, the candidate will work closely with our clients, the IBM sales community and business partners. The candidate must be able to listen for need within our clients, “whiteboard” solutions with to uncover areas of opportunity across our portfolio of services and have experience in consultative selling, drawing upon their deep technical expertise. This role will focus on business development, including defining and executing sales campaigns for targeted accounts and participating in pre-sales activities to gain client mind share, assess and architect competitive solutions. In addition, the role requires participation in sales opportunity / pipeline identification, business case development, proposal writing, and assisting in the creation of new Cloud Modernization solution offering and capabilities. Must be comfortable working in a matrixed organization, teaming with other service lines within IBM to close deals as well as partnering with senior client contacts including the CxO level.The candidate is expected to build trusted relationships with our clients and IBM sellers and approach the role with a sense of ownership of their area of expertise. Role responsibilities include:
Work with GBS Partners, Associate Partners, Practice Area Leaders, Director, C-level Executives and C-level Client roles to identify, qualify, and deliver Legacy Modernization services that create business benefit and drive client value, employing the consultative selling and delivery approach
Establish client credibility via deep technology consulting expertise in Legacy Modernization spanning optimization on Legacy environments (Mainframe and iSeries)
Define, develop and execute sales campaigns targeting cloud modernization prospects and clearly articulate business outcomes from such campaigns
Experience in migrating and modernization of legacy applications to Cloud: IBM Cloud, AWS, Azure or Google Cloud as well as on-premises environments
Experience in Legacy Modernization techniques, patterns and practices
Lead and / or participate in client-facing sales meetings and become the trusted advisor in Cloud Modernization during pre-sales activities
Provide subject-matter-expertise to IBM sales teams for ensuring alignment of solutions to client requirements
Be responsible for pipeline creation for assigned sector via campaigns to assist sellers
Effective communicator to both technical and business audiences
Engage with an opportunity, qualify the opportunity and then move it forward with client representatives to define the approach on how to satisfy the client modernization needs
Provide guidance on modernization opportunity and restructuring understanding the basics on how legacy applications are constructed
Work directly with clients to understand their current state and environment and develop assessment material for decision-making purposes using appropriate frameworks and models
Provide solutions that allow clients to compete more effectively, improve business operations, drive IT modernization resulting in the largest business benefit, and deliver a more impactful customer experience
Use in-depth understanding of typical structures of business processes and architectures used by the respective industry, to propose a high value solution to the client
Outline the implementation approach highlighting business benefit, value creation, key risks and mitigation strategies
Identify and discuss issues / challenges with the client and then work with the IBM team to develop solutions for the client’s desired benefits using IBM solution / asset
Facilitate and run modernization assessments and workshops
Establish deep relationships with existing IBM customers, understand the customers’ unique business challenge(s) and opportunities, create a vision and / or solution as well as presenting proposals, contracts and Statement of Work(s) with a unique and compelling business proposition
Work directly with Application Management Services (AMS) Business Application Modernization Delivery Managers and GBS Sector Sellers and Leaders to build linkage between AMS Business Application Modernization Services and GBS Industry Solutions, Offerings, and Assets
Drive implementations of service-enabled, rules-based solutions on either Mainframe or distributed platforms as well as other modernization offerings
Drive adoption of agile and iterative project approaches
Drive adoption of flexible and extensible Web UI solutions using Design thinking to arrive at effective user experiences
Develop medium to high complexity benefit realization models utilizing the Modernization Workshop and Assessment methodology
The qualified candidate will have the following:
Prior management consulting experience working as a contributor to sales of consulting services engagements in a team or individual setting
Prior technical experience in legacy systems including Mainframe development and support
Prior experience with COBOL, JCL, Natural, IMS or CMS specifically would be beneficial
Required Technical and Professional Expertise
· 10+ years experience in technical pre-sales / sales solutioning role
· 5+ years experience in client consulting in Legacy Modernization (Mainframe/iSeries etc) spanning the modernization spectrum from optimization to Modernization to Cloud
· Experience in assessing client environments for migration and modernization opportunities
· Experience in developing/presenting sales collateral aligned to client needs to both internal and end clients
· 5+ years experience in supporting legacy systems - Mainframe, COBOL, JCL, IMS, CMS, Natural, C, C++, C# , Java, .NET and / or any other 4GL language
· 2+ years experience in next gen technologies (e.g. Cloud, Microservices, API)
· 3+ years working as a contributor to sales of consulting services engagements
· 3+ years building C level client relationships
Preferred Technical and Professional Expertise
Experience in Legacy Application Development and/or DevOps Solution or Architecture
Certification in AWS, Azure, IBM Cloud or Google Cloud
About Business Unit
IBM Services is a team of business, strategy and technology consultants that design, build, and run foundational systems and services that is the backbone of the world's economy. IBM Services partners with the world's leading companies in over 170 countries to build smarter businesses by reimagining and reinventing through technology, with its outcome-focused methodologies, industry-leading portfolio and world class research and operations expertise leading to results-driven innovation and enduring excellence.
Your Life @ IBM
What matters to you when you’re looking for your next career challenge?
Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.
Impact. Inclusion. Infinite Experiences. Do your best work ever.
IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.
For additional information about location requirements, please discuss with the recruiter following submission of your application.
Being You @ IBM
IBM 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, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.