Customer Success Manager
2 weeks ago
**Introduction**
A Customer Success Manager (CSM) Architect career in IBM means a career where you're
helping clients fully realize the value of their existing IBM products, whilst growing their
adoption of next-generation technologies from across IBM's wider portfolio. It means being a
trusted strategic advisor to some of the world's most transformational enterprises and culturally
influential brands, as they rely on your expertise and our technology to solve some of their
hardest problems.
Excellent onboarding and industry-leading learning culture will set you up for positive impact
and success, whilst ongoing development will advance your career through an upward trajectory.
**Your Role and Responsibilities**
A Customer Success Manager Security Architect opportunity in IBM might be different to what
you're used to. It means you will be helping customers achieve their business outcomes through
architecture design, adoption, usage, and growth of the IBM Security Software offerings. In
addition to the people and commercial skills often associated with this position, an IBM CSM is
also an Architect. Someone with an understanding of technical complexities to adopt enterprise
software into complex customer environments with strict regulatory and security policies. A
person who can quickly understand clients' hard-to-understand organizational and technology
issues and communicate them back in an easy-to-understand way.
With strong experience in our IBM Security Software portfolio coupled with hands-on technical
background, you'll be able to showcase IBM solutions using different communication
techniques. Using excellent communication skills, you'll articulate their compatibilities with a
client's stack via use-case identification, solution architecture design, and an adoption strategy.
With technical expertise and a consultative style, you'll quickly build credibility as a trusted
advisor at all levels. To drive expansion and renewal growth, you'll guide IT executives through
the changes needed to realize the full value of expanding their adoption of IBM's security
products.
We're passionate about success. If this role is right for you, then your achievements will mean
that your career is flourishing and our clients are thriving. To help ensure this win-win outcome,
a 'day-in-the-life' of this role may include, but not be limited to...
- Willingness to take initiative and tackle things on your own
- Understanding clients' main challenges, and becoming a trusted technical expert for their migration, deployment, and adoption of Hybrid Cloud and Security Growth offerings.
- Facilitating use case exploration and business framing workshops and creating client value realization models.
- Leading technical conversations that persuade clients to act based on requirements and value provided by IBM's security solutions.
- Creating post-deployment customer success plans, that continually increase post-launch,active user adoption of IBM's products.
- Ability to navigate data and people to find answers.
**Required Technical and Professional Expertise**
- Experience building ROIs and Business Value Assessments.
- A provable track record for 3 + years of being the technical expert (e.g., Engineer or equivalent) in complex, successfully closed Technology sales cycles.
- Experience working with a broad spectrum of security principles and solutions.
- Demonstrable success of communication and personal relationship development at all levels - from engineers to CIOs.
- A provable track record of 4 + with being a technical expert (e.g., Technical Sales, Customer Success or equivalent) in complex, successfully closed Technology sales cycles.
- Solid experience in using agile best practices to successfully deliver in a way that's both nimble and fast.
- Demonstrable success in communication and personal relationship development at all levels - from engineers to CIOs.
- Can demonstrate a natural bias towards self-motivation and initiative in addition to navigating data and people to find answers and present solutions.
**Preferred Technical and Professional Expertise**
- Experience with IBM Cloud Pak Platforms, Containers, Kubernetes and/or RedHat OpenShift platform
- Experience working in sales of B2B hardware, software, SaaS / IaaS / PaaS and/or Cloud.
**About Business Unit**
IBM 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 relatio
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