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Introduction

A career in IBM Consulting is built on long-term client relationships and close collaboration worldwide. You’ll work with leading companies across industries, helping them shape their hybrid cloud and AI journeys. With support from our strategic partners, robust IBM technology, and Red Hat, you’ll have the tools to drive meaningful change and accelerate client impact. At IBM Consulting, curiosity fuels success. You’ll be encouraged to challenge the norm, explore new ideas, and create innovative solutions that deliver real results. Our culture of growth and empathy focuses on your long-term career development while valuing your unique skills and experiences.

Your role and responsibilities

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

* 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

Required technical and professional expertise

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. You have skills partnering and building trusted relationship with senior client contacts, including the CxO level.

Preferred technical and professional experience

* At least 10 years of experience in technical sales solutioning role

* At least 5 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 5 years of experience developing and refining services offerings

* At least 5 years of experience in a solution generating role

* At least 5 years of experience working with mainframe and distributed computing technologies including; COBOL, CICS, JCL, IDMS, Natural, C# , Java, and / or .NET

* At least 3 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

* Experience in Mainframe Application Development and/or DevOps

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

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.