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Introduction

The candidate shall be responsible for providing thought leadership for our clients’ end-to-end cloud modernization journey. The Mainframe Application Modernization offering encompasses modernizing on the platform, hybrid cloud environments, modernizing to the cloud and cloud application operations services within IBM Consulting. As a member of the Mainframe Modernization Go to Market team, the candidate will work closely with clients, the IBM sales community and business partners. The candidate must have consultative selling skills, supplemented by their deep technical expertise.

Your role and responsibilities

The candidate shall be responsible for providing thought leadership for our clients’ end-to-end cloud modernization journey. The Mainframe Application Modernization offering encompasses modernizing on the platform, hybrid cloud environments, modernizing to the cloud and cloud application operations services within IBM Consulting. As a member of the Mainframe Modernization Go to Market team, the candidate will work closely with clients, the IBM sales community and business partners. The candidate must have consultative selling skills, supplemented by their deep technical expertise.

This role will focus on business development, 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 state and architecting competitive solutions

• Developing business cases and writing proposals

• Assisting in creating new Hybrid Cloud Modernization offerings and capabilities

The candidate must be comfortable working in a matrixed organization, teaming and building trusted relationships with other service lines and business units within IBM to close deals. Must also have skills partnering and building trusted relationship with senior client contacts, including the CxO level.

Role responsibilities include:

• Providing subject matter expertise working with Consulting Partners and Practice Leaders towards identifying and progressing Mainframe Application Modernization opportunities

* Creating pipeline for assigned sector via campaigns: defining, developing, executing and articulating business outcomes from campaigns targeted at Mainframe Application 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 Application Modernization opportunities

o Develop assessment material using appropriate frameworks and models

o Facilitate and run modernization assessments and workshops

o Understand client’s business objectives, challenges and current state

o Create a vision of the future state and outline implementation approach

o Define compelling business propositions for proposals and presentations

o Highlight benefit, value creation, key risks and mitigation strategies

o Identify and discuss issues with the client

o Work with the client and IBM teams to develop solutions

o 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 Application Modernization expertise

* Effectively applying Mainframe Modernization techniques, patterns and tools

This Job can be performed from anywhere in the US.

Required technical and professional expertise

Required Technical and Professional Expertise

* At least 10 years of experience in technical pre-sales / sales solutioning role and at least 3 years of experience with North American clients

* At least 5 years of experience in application modernization consulting, spanning the spectrum of modernization patterns

* Experience assessing client environments for modernization opportunities

* Experience developing and presenting impactful sales collateral to clients and internally

* At least 3 years of experience developing and refining services offerings

• At least 3 years of experience in a solution generating role

• At least 5 years of experience working with Mainframes, COBOL, JCL, IMS, CMS, Natural, C, C++, C# , Java, .NET and / or any other 4GL language

• At least 2 years of experience in next gen technologies (e.g. Cloud, Microservices, API)

• At least 3 years of experience selling management consulting services

• At least 3 years of experience building C level client relationships

• At least 3 years of experience facilitating workshops / meetings

• At least 3 years of experience in working in a management consulting firm

Preferred technical and professional experience

Preferred Technical and Professional Experience

Experience in Mainframe Application Development and/or DevOps

Solution or Architecture Certification on AWS, Azure, IBM Cloud or Google Cloud

Experience with COBOL, JAVA, JCL, Natural, RACF, or IMS

IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.