Pre-Sales Solutions Architect - IBM

Pre-Sales Solutions Architect - IBM

Arrow is seeking a highly skilled and motivated IBM Hybrid Cloud and Power to support our client base in the Americas region. This role will provide lead efforts in partner enablement & recruitment and technical expertise in support of pre-sales activities. This person will assist in the IBM Hybrid Cloud and Power sales cycle including partner and customer discovery, analysis, design, demonstration, and refinement of technology solutions. There is a technical emphasis on offerings including OpenShift, Hybrid Cloud, on-prem and deployments. This role involves supporting sales teams, presenting technical demonstrations, and providing product expertise. The successful candidate will develop general knowledge across all IBM Hybrid Cloud and Power offerings with a focus on Modernization and IT areas generally and may also assist in responding to customer proposals as required.

As an IBM Hybrid Cloud and Power, you will be responsible for leading partner Cloud and Power conversations to drive innovation, problem-solving, and user-centric solutions to our business partners that are focused on Cloud, Power, and modernized infrastructure. You will collaborate with cross-functional teams to identify challenges, ideate Cloud and Power solutions, and implement strategies in Arrow Solutions Lab that enhance user experience and drive business growth. You will be working closely with Arrow engineering covering IBM Cloud and Power solutions. The ideal candidate is a creative thinker, empathetic listener, and skilled facilitator with a passion for driving positive change.

What You'll Be Doing

• Establish relationships with the Arrow Supplier teams, sales, partners and customers in support of joint Sales, Marketing and Services team objectives.
• Engage and leverage all resources, abilities, budgets and personnel as appropriate to accomplish tasks.
• Develop and deliver engaging presentations, workshops, and training sessions to educate both technical and non-technical audiences about Storage and Power concepts, applications, and benefits.
• Deliver executive-level conversations for customers and prospects to educate and inspire on the vision of Cloud and Power.
• Provide pre-sales support by working with identified Arrow Strategic Accounts and opportunities at a technical account ownership level.
• Hands-on lab support functions from installation of HW and SW in Arrow Solutions Lab to trouble shooting technical issue with Lab.
• Must have a solid grasp on competitive space with Cloud and Power, leveraging knowledge of competitive solutions to effectively consult with customers and partners. Analyze market trends and competitive offerings to enhance sales strategies
• Provide technical expertise for IBM Cloud and Power solutions to sales teams and customers
• Provide product demonstrations to partners and/or clients and ensure all customer facing solutions are documented.
• Produce impactful, thought-leadership content, including blogs, articles, webinars, white papers, and presentations, to educate, inspire and articulate "the art of possible", while effectively positioning Arrow Electronics as a channel leader ON AI-Related topics.
• Collaborate with cross-functional teams to identify customer needs and develop tailored solutions
• Executes technical sales calls as lead or team member depending on the situation.
• Completes required presales documentation quickly, accurately, and completely.
• Qualifies sales opportunities in terms of customer technical requirements, competition, and decision-making processes.
• Presents and markets the design and value of proposed supplier Technology solution and business case to partners, customers, prospects, and Arrow management.
• Knowledge of job associated hardware, software, virtual & cloud technologies, and applications covering IBM Cloud and Power
• Ability to identify fundamental problems from real-world use-cases and to design, build and validate successful cloud and power solutions.

What We're Looking For

• 4-year degree with 5 years of related experience preferred.
• Proven experience (at least 2 years) applying IBM Cloud and Power solutions to solve complex business problems and drives innovation. Experience with IBM Storage solutions is preferred.
• A passionate and positive attitude for innovation and continuous learning in the field of Cloud and Power, along with a strong customer-centric mindset.
• Self-Starter: Growth mindset, motivated to work with partners and their clients and can lead initiatives independently.
• Strong facilitation skills with the ability to lead workshops and collaborate effectively with cross-functional teams.
• Requires in-depth knowledge and experience with IBM Cloud and Power ecosystem. Fusion, Storage for Resilience, Data and Ai are a plus.
• Mainframe experience is preferred.
• Experience with IBM Storage Ceph is a preferred.
• A successful candidate possesses detailed product/technology/industry knowledge on the IBM Cloud and Power Systems.
• Ability to present effectively in front of large groups.
• Excellent Communication Skills: Possess verbal, written, and interpersonal skills that are engaging, compelling and influential.
• Certification(s) on IBM Cloud and Power stack
• Expert knowledge of IBM Cloud and IBM Power solutions.
• Certification(s) in IBM Storage( Storage Fusion, Enterprise Storage)
• Certification(s) in IBM Power
• Certification(s) in Red Hat OpenShift
• Certification(s) or experience in IBM i, Windows and Linux operating systems (RHEL preferred)
• Certification(s) or experience in virtualization & container technologies
• Certification(s) or experience in scripting or programming language(s)
• Ability to present effectively in front of groups
• Clean and credible social media presence
• Ability to travel 50% or more of the time

Work Arrangement:

Fully Remote: Must be able to travel to an Arrow/Partner/Client office location as requested by Arrow leadership

What's In It For You?

At Arrow, we recognize that financial rewards and great benefits are important aspects of an ideal job. That's why we offer competitive financial compensation, including various compensation plans, and a solid benefits package.

• Medical, Dental, Vision Insurance
• 401k, With Matching Contributions
• Paid Time Off (including sick, holiday, vacation, etc.)
• Health Savings Account (HSA)/Health Reimbursement Account (HRA) Options
• Growth Opportunities
• Short-Term/Long-Term Disability Insurance
• And more!

Annual Hiring Range/Hourly Rate:

$151,600.00 - $180,400.00

Actual compensation offer to candidate may vary from posted hiring range based upon geographic location, work experience, education, and/or skill level. The pay ratio between base pay and target incentive (if applicable) will be finalized at offer.

Location:

US-CA-California (Remote Employees)Remote work employees may be required to be present at the closest designated Arrow office for work-related purposes, at the Company's request and sole discretion.

Time Type:

Full time

Job Category:

Sales

EEO Statement:

Arrow is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, gender, age, sexual orientation, gender identity, national origin, veteran or disability status. (Arrow EEO/AAP policy)

All Arrow job postings are for existing job vacancies. We anticipate this requisition will be open for a minimum of five days, though it may be open for a longer period of time. We encourage your prompt application.

In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.