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Software Client Architect - Technical Sales


Posted on August 29, 2019

10 - 11 years Dubai - United Arab Emirates

Any Graduation. Any Nationality

Opening 01

Job Description

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Your Role and Responsibilities
The Software Client Architect (SCA) is the technical leader assigned to a named client from Systems Software. Working closely with a Software Client Leader, and other members of the client team from S&D, Systems Hardware and IBM Services divisions, the SCA brings to bear a combination of a broad understanding of the complete IBM Software portfolio with the industry (Financial Services) and specific business goals and installed IT landscape of his/her client set, to become a trusted technical advisor to the client, assisting them to develop strategic thinking, and elevating their conversations around Cloud, Analytics, Mobile, Social and Security, thereby driving further adoption of IBM Software. The SCA will have broad experience from a number of past roles, and leads technical specialists from the various Business Units, on both pre- and post-sale engagements, to design, present, sell and build solutions and propositions both in response to formal RFI/RFPs and to develop compelling unsolicited proposals in accordance with IBM's account strategy, as well as working with the client to ensure that the software is successfully deployed and continues to deliver value over time.
Leveraging a sound understanding of IBM's software portfolio, the SCA needs to be able to develop high-level designs for solutions, using a recognised IBM Method such as Team Solution Design, and will have excellent communication and team working skills. The most effective SCAs require a combination of IT and Business insight, as being able to articulate the value of IBM's proposals in business terms to support their technical merits is an ever more critical attribute. The role has a pre-sale emphasis, and calls for skills in Account Management and Planning, Setting Technical Direction and IT Strategy. The SCA will also need to be able to go into detail on occasion, such as in managing Customer Crit-sits. An SCA also gets involved in arranging and leading workshops and briefings, Lab visits, Proofs of Concept and Technology as well as Solution Assurance and Technical Design Reviews. Experience across emerging technologies within Cloud, Analytics, Mobile, Social and Security, as well as a good network of contacts across all divisions within IBM form part of the SCA toolkit. Experience in consultative selling, effective presentation skills and negotiation techniques are key to success in the role.
Required Expertise
Develop Architecture
Manage Client Experience
Lead in Architectural Strategic Direction
Use Consulting Techniques
Use Oral Communication Skills
Apply Architectural Thinking
Use Written Communication Skills
Apply Architectural Methods
Use Architectural Modeling Techniques
Apply IBM Mission/Vision/Strategy/Organization

IT - Software Services

IT Software

Desired Candidate Profile

Required Technical and Professional Expertise
• Bachelor's Degree
• Industry expertise in Financial Services
• At least 10 years of experience in IT Architecture and solution design


Software Client Architect - Technical Sales


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