• Take overall responsibility for complex solution construction, such solutions may involve multiple technologies, e.g. multi-national, one of a kind etc.
• Support the OO in opportunity qualification, validation and analyse RFP and RFI documentation, extract client expectations, and convert business requirements into a workable solution
• Be familiar with the standard IBM offerings. Experience in Analytics, Open Source Software and Artificial Intelligence is desirable.
• Be familiar with and utilise Delivery & Cognitive capabilities in development of solutions
• Develop operational terms for the statement of work
• Leads client discussions on solution to influence the client in the development of their requirements, and to ensure the solution meets the client’s requirements
• Understands client services drivers; the economy, business administration, financial planning, and industry
• Able to articulate the solution, solution value and how the TSS solution can be differentiated from competitive alternatives to the client
• Co-ordinate multi function inputs to the solution and cost model
• Evaluate costs and where necessary challenge the status quo to develop the most cost effective solution to drive new business wins for TSS
• Identify and mitigate risks both internally for TSS and externally for the client
• Facilitate and support the OO in gaining the required approvals from the relevant functions to ensure the solutions are compliant.
• Release the bid to the Opportunity Owner if within delegation or else handover to the Pricing team
• Leads handover from solution to delivery implementation
• Influencer on Strategic decisions that will enhance future solutions
• Lead handover to account team/delivery on all complex deals

Qualifications :

• Minimum 5 years experience in the IT industry with focus in infrastructure hardware and software support.
• Strong technical skills in two or more of the following areas:
• Multivendor product knowledge in server, storage or network platform (e.g. Dell, HP, EMC, Oracle, Cisco, Juniper, etc)
• Cybersecurity and network management products (e.g. Check Point, F5, Blue Coat, Palo Alto, etc)
• Red Hat products and open-source software (Community and Enterprise versions)
• Oracle enterprise software (e.g. Oracle database, JD Edwards, Hyperion, etc)
• Virtualization technologies (e.g. VMware)
• Hybrid multi-cloud, analytics and AI
• Practices in design thinking, agile methodologies, DevSecOps, etc.

• Ability to clearly understand client's vision, strategy, goals and objectives, and be able to align IBM solution to these aspects.
• Ability to evaluate IBM capabilities and identify/ resolve skills gaps to fulfill the client requirements.
• Ability to work as a trusted technical adviser in sales support engagements, educating, designing and enabling win/win value-added scenarios.
• Ability to communicate IBM’s technical value proposition for offerings in area of specialization and promote specific technical solutions to address market opportunities with clients
or business partners.
• Strong written and verbal communication skills.
• Be able to work without supervision and a good team player.

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