Job Description

Introduction
A Customer Success Manager Architect (CSM) career in IBM means a career where you\'re helping clients fully realise the value of their existing IBM products, whilst growing their adoption of next-generation technologies from across IBM\xe2\x80\x99s wider portfolio. It means being a trusted strategic advisor to some of the world\xe2\x80\x99s 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 an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you\xe2\x80\x99ll be surrounded by bright minds and keen co-creators \xe2\x80\x93 always willing to help and be helped \xe2\x80\x93 as you apply passion to work that will have a positive impact to the world around us.Your Role and Responsibilities
A Customer Success Manager opportunity in IBM might be different to what you\xe2\x80\x99re used to. In addition to the people and commercial skills often associated with this position, an IBM CSM is also an Architect. Someone with a deep understanding of technical complexities - from initial architecture to implementation and deployment. A person who can quickly understand clients\xe2\x80\x99 hard-to-understand technology issue and communicate them back in an easy-to-understand way.
With deep roots in a hands-on technological background, and through different communication techniques, you\xe2\x80\x99ll be able to showcase IBM\xe2\x80\x99s solutions whilst clearly articulating our technology compatibilities with a client\xe2\x80\x99s stack via use-case identification, solution architecture design, and MVP builds.
Using your technical expertise and a consultative style, you\xe2\x80\x99ll quickly build credibility as a trusted advisor at all levels. To drive expansion and renewal growth, you\xe2\x80\x99ll guide IT executives through the changes needed to realise the full value of expanding their adoption of IBM\xe2\x80\x99s products.
We\xe2\x80\x99re passionate about success. If this role is right for you, then your achievements mean your career is flourishing and our clients are thriving. To help ensure this win-win outcome, a \xe2\x80\x98day-in-the life\xe2\x80\x99 of this role may include, but not be limited to\xe2\x80\xa6

• Understanding clients\xe2\x80\x99 main challenges, and becoming a trusted technical expert for their migration, deployment, and adoption of Hybrid Cloud and AI 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\xe2\x80\x99s solutions.
• Creating post-deployment customer success plans, that continually increase post-launch active user adoption of IBM\xe2\x80\x99s products.

• A provable track record of being the technical expert (e.g., Engineer or equivalent) in complex, successfully closed Technology sales cycles.
• Knowledge in Cloud, Data and AI, Automation, Integration or Security to quickly build credible trust with client stakeholders.
• Knowledge in using agile best practices to successfully deliver in a way that\xe2\x80\x99s both nimble and fast.
• Demonstrable success of communication and personal relationship development at all levels \xe2\x80\x93 from engineers to CIOs \xe2\x80\x93 with experience of navigating challenging debate to reach healthy resolutions.
• Can demonstrate a natural bias towards self-motivation and initiative in addition to navigating data and people to find answers and present solutions.

• Experience working with a broad spectrum of technology solutions \xe2\x80\x93 Cloud, Data & AI etc. (training in IBM\xe2\x80\x99s products will be provided).
• Experience working in sales of software, SaaS / IaaS / PaaS and/or Cloud.

IBM