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IBM Software Client Architect in Cleveland, Ohio


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. To lead in this new era of technology and solve some of the world's most challenging problems.

Your Role and Responsibilities

IBM is currently hiring a Software Client Architect (SCA) for the Financial Services Market (Banking / Financial / Insurance). SCAs create and maintain client relationships at all levels within the client's business. They design solution recommendations for their clients applying their technical skills, industry knowledge and business acumen. These solutions leverage IBM technologies, architectures, platforms, and offerings to solve the client's business challenges and deliver value.

This role is also responsible for accelerating the deployment of IBM software products while developing and maintaining a technical advisory relationship with the client. The candidate will be expected to build new sales pipeline by leveraging the capabilities across the entire IBM portfolio, with a focus on the IBM's strategic imperatives (Cognitive, Cloud, Analytics, Security, Social/Mobile). The Software Client Architect provides leadership of technical activities to promote software sales and adoption, set a vision for clients, lead requirements gathering and analysis, design solutions, facilitate demos and presentations and work as an integral part of a sales team to drive client success. This is a technical sales leadership position and is a customer-facing role. The candidate should have the ability to work with client Line of Business Executives and be able to work in a collaborative role with IBM sales teams and business partners.

Key Responsibilities

  • Provide technical leadership with solution design and IBM's technology roadmaps

  • Position IBM value through architecture discussions and workshops

  • Understand and articulate how IBM's offerings can be integrated with the client's existing architecture and how they are differentiated from the competition

  • Set the technical strategy for sales opportunities and consult on the development of implementation plans for client's IBM investments

  • Lead requirements gathering and analysis for new projects and new opportunities

  • Use technical and business acumen to build and maintain relationships with key client decision-makers, and actively seek new projects/opportunities to promote software sales and adoption

  • Consult with clients to design Cognitive, Cloud, Analytics, Security, and Social/Mobile solutions using IBM Capabilities

  • Prepare and present client-facing presentations and facilitate whiteboard discussions

  • Work as an integral part of a matrix sales team

  • Own key executive relationships

  • Drive customer success

  • Proactively monitor and promote deployment of purchased software products to maximize deployment against targets and eliminate software reversals.

  • Identify and track client sponsors and assigned projects for software products in the contract

  • Use technical and business acumen to build and maintain relationships with key customer decision-makers, and actively seek new projects/opportunities to promote software adoption


  • Demonstrated leadership skills - effective listener and communicator; ability to train, mentor, and coach individuals at various stages of development

  • Ability to understand business problems and provide guidance to the team on strategies which will produce winning solutions with IBM clients

  • Ability to build and maintain relationships with all levels across the organization

  • Apply an understanding of the Market, industry trends, KPIs, financial measurements, key industry players and competitors to deliver solutions that address client needs

  • Ability to work in complex, matrix-managed organizational environment



Required Technical and Professional Expertise

  • 3+ years' experience in designing solutions for your clients applying your broad technical skills, industry knowledge and business acumen expertise.

  • 3+ years' experience Preparing and presenting client-facing presentations and whiteboard discussions

  • 3+ years' working as an integral part of a sales team

Preferred Technical and Professional Expertise

  • 5+ years of experience in developing, managing, and maintaining significant and high-level customer relationships

  • Experience with Enterprise, Cloud or Cognitive Technical Software Sales

  • Project Management experience and/or certification

  • 3+ years' experience Designing Cognitive, Cloud, Analytics, Security, and Social/Mobile solutions using IBM Capabilities

About Business UnitIBM 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.

This job requires you to be fully COVID-19 vaccinated prior to your start date, where legally permissible. Proof of vaccination status will be required. If you are unable to be vaccinated due to medical, pregnancy or religious reasons, we offer accommodations in accordance with applicable law.

Your Life @ IBMAre you craving to learn more? Prepared to solve some of the world's most unique challenges? And ready to shape the future for millions of people? If so, then it's time to join us, express your individuality, unleash your curiosity and discover new possibilities.

Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change - to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.

It's time to define your career.

About IBMIBM'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.

Location StatementIBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:

*12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.

*World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.

*Well-being programs to support mental and physical health.

*Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).

*Select educational reimbursement opportunities.

*Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.

*Giving and volunteer programs to benefit charitable organizations and local communities.

*Discounts on retail products, services, and experiences.

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.

We consider qualified applicants with criminal histories, consistent with applicable law.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

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, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.