Client Technical Specialists (CTP) are the technical experts and advisors to clients, IBM sales teams and/or IBM Business Partners. As a CTP you understand the client’s business requirements, technical requirements and/or competitive landscape. You apply your business insights, build and maintain client relationships, incorporate hardware, software and services into client-valued solutions and ensure client readiness for the implementation of technical solutions. This is an opportunity to shape the future for both IBM and its clients. Start your journey now!
Your Role and Responsibilities
The Software Client Architect (SCA) is the technical leader assigned to a named client from Systems Software. Working closely with a Software Client Leader, and other members of the client team from S&D, Systems Hardware and IBM Services divisions, the SCA brings to bear a combination of a broad understanding of the complete IBM Software portfolio with the industry (Financial Services) and specific business goals and installed IT landscape of his/her client set, to become a trusted technical advisor to the client, assisting them to develop strategic thinking, and elevating their conversations around Cloud, Analytics, Mobile, Social and Security, thereby driving further adoption of IBM Software. The SCA will have broad experience from a number of past roles, and leads technical specialists from the various Business Units, on both pre- and post-sale engagements, to design, present, sell and build solutions and propositions both in response to formal RFI/RFPs and to develop compelling unsolicited proposals in accordance with IBM’s account strategy, as well as working with the client to ensure that the software is successfully deployed and continues to deliver value over time.
Leveraging a sound understanding of IBM’s software portfolio, the SCA needs to be able to develop high-level designs for solutions, using a recognised IBM Method such as Team Solution Design, and will have excellent communication and team working skills. The most effective SCAs require a combination of IT and Business insight, as being able to articulate the value of IBM’s proposals in business terms to support their technical merits is an ever more critical attribute. The role has a pre-sale emphasis, and calls for skills in Account Management and Planning, Setting Technical Direction and IT Strategy. The SCA will also need to be able to go into detail on occasion, such as in managing Customer Crit-sits. An SCA also gets involved in arranging and leading workshops and briefings, Lab visits, Proofs of Concept and Technology as well as Solution Assurance and Technical Design Reviews. Experience across emerging technologies within Cloud, Analytics, Mobile, Social and Security, as well as a good network of contacts across all divisions within IBM form part of the SCA toolkit. Experience in consultative selling, effective presentation skills and negotiation techniques are key to success in the role.
Required Expertise
• Develop Architecture
• Manage Client Experience
• Lead in Architectural Strategic Direction
• Use Consulting Techniques
• Use Oral Communication Skills
• Apply Architectural Thinking
• Use Written Communication Skills
• Apply Architectural Methods
• Use Architectural Modeling Techniques
• Apply IBM Mission/Vision/Strategy/Organization
Required Technical and Professional Expertise
- Bachelor’s Degree
- At least 7 years of experience in IT Architecture and solution design
Preferred Technical and Professional Expertise
Refer to JD
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 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.
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