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Customer Success Manager - Architect

Closing date
23 Apr 2021

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Technology & New Media
Contract Type
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Job Details


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 @

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
• 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 act 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 with the ability to navigate data and people to find answers
• Execute customer success plan to drive adoption post-deployment

Required Professional and Technical Expertise:
• Technical understanding and hands-on experience with Containers, OpenShift, Value Prop, Use Cases and Competitive Differentiation
• Ability to show customers how to "use" the offerings to get to first productive use and
proactive expansion
• Understanding of enterprise software implementations, SaaS / IaaS / PaaS and cloud
• Analytical mindset and problem-solving skills with strong interpersonal relationship building and executive communications skills
• Ability to manage multiple customer accounts and projects simultaneously and build a growth plan to demonstrate how Growth Offerings will deliver customer

Preferred Professional and Technical Expertise:
• Extensive 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


Required Technical and Professional Expertise

As per

Preferred Technical and Professional Expertise

As per job description
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