Introduction

Customer Success Manager Security Architect is responsible for use cases, deployment, and value realization, as well as upsell opportunities and renewal conversations by driving adoption and client usage of the identified Security products.

Your Role and Responsibilities

With deep roots in a hands-on technological background, and through different communication techniques, you'll be able to showcase IBM solutions and articulate their compatibilities with a client's stack via use-case identification, solution architecture design, and MVP builds.

With technical expertise and a consultative style, you'll quickly build credibility as a trusted advisor at all levels. To drive expansion and renewal growth, you'll guide IT executives through the changes needed to realise the full value of expanding their adoption of IBM's products.

To help ensure this win-win outcome, a 'day-in-the life' of this role may include, but not be limited to...

• Understanding clients' main challenges, and becoming a trusted technical expert for their migration, deployment, and adoption of Security solutions.

• 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's solutions.

• Creating post-deployment customer success plans, that continually increase post-launch, active user adoption of IBM's products.

Required Technical and Professional Expertise

• Experience working with Cyber Security technology solutions, such as EDR/XDR, SIEM, SOAR, Data Encryption, etc. (Previous experience with IBM's Security products portfolio, as QRadar Suite and/or Guardium Suite, will be a plus).

• Experience working in sales of B2B hardware, software, SaaS / IaaS / PaaS and/or Cloud

• A provable track record of being the technical expert (e.g., Engineer or equivalent) in complex, successfully closed Technology sales cycles.

• A previous background of hands-on practical application within Security to quickly build credible trust with client stakeholders.

• Demonstrable success of communication and personal relationship development at all levels - from engineers to CIOs.

• Can demonstrate a natural bias towards self-motivation and initiative in addition to navigating data and people to find answers and present solutions.

Preferred Technical and Professional Expertise

Experience working with Security technology solutions as MaaS360, Trusteer or Verify.

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