IBM

Introduction

A Customer Success Architect drives business value and technology outcomes throughout customer lifecycle with SECURITY Growth Offerings to support Hybrid Cloud Platform strategy.

Your Role and Responsibilities

• Responsible for use case identification and value realization for SECURITY Growth Offerings
• Architects and co-creates MVP alongside customer practitioners
• Drives increased usage and adoption for SECURITY Growth Offerings
• Guides customer IT executives through the changes needed to unlock the full value of hybrid cloud
• Demonstrates value of Growth Offerings to the customer and identifies additional opportunities for adoption
• Activates early renewal conversations, drives upsell and works with renewal team to ensure execution of the renewal process

Required Technical and Professional Expertise

• Exude deep understanding of customers and value, customer business and technology needs; becomes the face of IBM to the customer
• Co-defines customer roadmap for implementation and value realization alongside customer
• Possess Technical knowledge to drive adoption. Serves as a trusted expert for customers cloud migration and deployment of IBM Security Growth Offerings
• Conduct workshops with customer to align IT architecture , integration & migration requirements
• Execute customer success plan to drive adoption post-deployment
• Build and execute retention and expansion plays

Preferred Technical and Professional Expertise

• Technical understanding and hands-on experience with Containers or equivalent, Value Prop, Use Cases, Competitive Differentiation
• Experience with enterprise software implementations/operation/presale in 1 or 2 of this Security areas:
• Extended detection and response (IBM Qradar SIEM, SOAR, NDR)
• Data Security (IBM Guardium)
• Identity and Access Management
• Ability to show customers how to “use” the offerings to get to first productive use and proactive expansion
• Analytical mindset and problem-solving skills
• Understanding of enterprise software implementations, SaaS / IaaS / PaaS and cloud applications
• Strong interpersonal relationship building and executive communications skills
• 2-4 years of experience in Customer Success, Professional Services and/or Services Industries, Technical Sales (e.g., technology or management, consulting)