Customer Success Engineering - Data AI

• Introduction
• At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges.

Working across industries and geographies, you'll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.

Success in Global Sales is built on curiosity, empathy, and collaboration. You'll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that's passionate about driving innovation and making a difference.

• Your role and responsibilities
• As a Customer Success Engineer, you will design viable client solutions by leveraging current product capabilities and remove technical inhibitors to sales opportunities.

You will work with clients to drive adoption and expansion of IBM products to accelerate client value.

Your primary responsibilities will include:

Deliver Technical Proof Points:

Create and deliver technical proof points through technical accelerators, such as demonstrations, POTs, POCs, Workshops, Solution Design, and MVPs, to demonstrate the value of IBM products to clients.

Drive Customer Value:

Activate entitlements by finding sponsors, conducting use-case workshops, and establishing measurable business outcomes with client sponsors and stakeholders.

Develop Success Plans:

Create a success plan that describes deployment roadmap(s), milestones, and outcomes with client sponsors and stakeholders to ensure successful adoption and expansion of IBM products.

Understand Client Challenges:

Deeply understand clients' main challenges and become a trusted guide for their modernization and adoption of IBM's technology portfolio.

• Required technical and professional expertise
• Exceptional communication skills, including experience developing and delivering technical content, experience asking effective questions to understand customer business priorities and needs, and comfort handling customer objections

Technical Solution Design:

Exposure to designing viable client solutions by leveraging current product capabilities, removing technical inhibitors to sales opportunities, and creating technical proof points.

Product Demonstration:

Experience working with technical accelerators, such as demonstrations, POTs, POCs, Workshops, Solution Design, and MVPs, to demonstrate the value of products to clients.

Client Engagement:

Exposure to working with clients to drive adoption and expansion of products, including activating entitlements, conducting use-case workshops, and establishing measurable business outcomes.

Technical Portfolio Knowledge:

Experience working with a technology portfolio, including understanding client challenges and identifying opportunities for modernization and adoption.

Solution Development:

Exposure to creating success plans, including deployment roadmaps, milestones, and outcomes, to ensure successful adoption and expansion of products.

• Passion for learning and working with new technologies, and willingness to dive into new areas of knowledge without external motivation and with an eye for detail
• Ability to work well in a highly-dynamic environment that focuses on providing outstanding Customer service
• Comfort working with and advising both technical and business partners across the customer lifecycle
• Fluency in understanding, quantifying and empathizing with customer organizational pain and prescribing technical and process solutions to mitigate those difficulties
• Expertise in driving adoption of product use cases to enhance customer value attainment and satisfaction
• Skill in identifying and addressing customer risk, and confidence in mitigating it
• Comfort working remotely and performing well given a high level of independence and autonomy
• Up to 60% travel required
• Preferred technical and professional experience

• Product Acceleration Knowledge:

  Exposure to designing and delivering technical accelerators, such as demonstrations, POTs, POCs, Workshops, Solution Design, and MVPs, to demonstrate the value of products to clients.

Technical Solution Optimization:

Experience working with clients to optimize technical solutions, including activating entitlements, conducting use-case workshops, and establishing measurable business outcomes.

Technology Portfolio Familiarity:

Exposure to working with a technology portfolio, including understanding client challenges and identifying opportunities for modernization and adoption.

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.