Providing subject matter expertise working with Consulting Partners and Practice Leaders towards identifying and progressing Mainframe Modernization opportunities Creating pipeline via campaigns: defining, developing, executing and articulating business outcomes from campaigns targeted at Mainframe Modernization prospects
- Understanding typical industry business processes and architectures
- Establishing deep client relationships
- Communicating effectively with technical and business audiences
Consultative selling with clients and sales teams to identify, qualify, define approach, and craft services solutions for Mainframe Modernization opportunities
- Develop material using appropriate frameworks and models
- Facilitate and support modernization discovery and solutioning workshops
- Understand client’s business objectives, challenges and current state
- Create a vision of the future state and outline implementation approach
- Define compelling business propositions for proposals and presentations
- Highlight benefit, value creation, key risks and mitigation strategies
- Identify and discuss issues with the client
- Work with the client and IBM teams to develop solutions
Provide modernization solutions that increase clients’ competitiveness, improve business operations, drive largest business benefit, and improve customer experience
- Establishing credibility with clients and IBM team members based on Mainframe
- Modernization expertise
- Effectively applying Mainframe Modernization techniques, patterns and tools
- This role will focus on project sales, including:
- Identifying opportunities and increasing pipeline
- Defining and executing sales campaigns for targeted accounts
- Participating in pre-sales activities to gain client mind share
- Assessing current client requirements and solutioning competitive offering
- Developing and presenting business cases and proposals
You are comfortable working in a matrixed organization, teaming and building trusted relationships with other service lines and business units within IBM to close deals
