Your Role and Responsibilities
- Responsible for use case identification and value realization for SECURITY Growth Offerings
- Architects and co-creates MVP alongside customer practitioners
- Drives increased usage and adoption for SECURITY Growth Offerings
- Guides customer IT executives through the changes needed to unlock the full value of hybrid cloud
- Demonstrates value of Growth Offerings to the customer and identifies additional opportunities for adoption
- Activates early renewal conversations, drives upsell and works with renewal team to ensure execution of the renewal process
Required Technical and Professional Expertise
- Exude deep understanding of customers and value, customer business and technology needs; becomes the face of IBM to the customer
- Co-defines customer roadmap for implementation and value realization alongside customer
- Possess Technical knowledge to drive adoption. Serves as a trusted expert for customers cloud migration and deployment of IBM Security Growth Offerings
- Conduct workshops with customer to align IT architecture , integration & migration requirements
- Execute customer success plan to drive adoption post-deployment
- Build and execute retention and expansion plays
Preferred Technical And Professional Expertise
- Technical understanding and hands-on experience with Containers or equivalent, Value Prop, Use Cases, Competitive Differentiation
- Experience with enterprise software implementations/operation/presale in 1 or 2 of this Security areas:
- Extended detection and response (IBM Qradar SIEM, SOAR, NDR)
- Data Security (IBM Guardium)
- Identity and Access Management
- Ability to show customers how to “use” the offerings to get to first productive use and proactive expansion
- Analytical mindset and problem-solving skills
- Understanding of enterprise software implementations, SaaS / IaaS / PaaS and cloud applications
- Strong interpersonal relationship building and executive communications skills
- 1-2 years of experience in Customer Success, Professional Services and/or Services Industries, Technical Sales (e.g., technology or management, consulting)
