Customer Success Engineer - Federal - Automation FINOPS

Introduction A Technology Sales Specialist role (what we internally call a ‘Customer Success Engineer’) within Automation means working for a leader in AI-Powered products. Envision helping clients create a world with less repetitive work and more innovative decisions. Less unplanned downtime and more proactive insight. And less waiting on systems… So that their employees can invest more time on the work they love. Join us and co-create with clients on solutions that makes people more productive and improves business performance, so that they can change the world at a scale not previously possible. Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you’ll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that will compel our clients to invest in IBM’s products and services. Your Role And Responsibilities As a Customer Success Engineer, you’ll work closely with clients to develop relationships, understand their needs, earn their trust and show them how IBM’s industry leading solutions will solve their problems while delivering value to their business. • Client Management and Value Definition: Effectively manage client relationships, define IBM’s value proposition, and engage key decision-makers. • Sales Process Management and Collaboration: Oversee the entire sales process, with a focus on expanding new business opportunities, and collaborate closely with various IBM teams. • Passion for cloud technologies, solving customer problems, winning every time. • Take ownership of an assigned territory focused on net new logo acquisition and upsell opportunities. • Continuous pipeline generation using creative techniques, tools, team collaboration, industry events and top tier channel partners. • Collaborate with teams within IBM and partners externally. Preferred Education Bachelor's Degree Required Technical And Professional Expertise • Deep experience with direct, face to face, complex customer selling. • Demonstrable successful record of selling cloud software or SaaS solutions. • Functional competence across the Application Integration and runtime landscape. • Expertise in building business cases which clearly articulate value and differentiation at all levels of your customer organizations. • Extensive "value based" sales approach experience with ability to explain complex ROI models to C level customers. Preferred Technical And Professional Experience • Strong Knowledge of Hybrid cloud solutions. • Deep experience selling cloud software or SaaS solutions, IT Automation or FinOps software. • Experience selling into US Federal Space, DoW/INTEL/FSIs organizations. • Experience with the following: Instana, Turbonomic, Concert, Apptio, Cloudability, Targetprocess, CP4AIOps, Flexera, IT Automation, IBM FinOps, Operations Insights, Workload Automation (+Ansible). • Federal Security Clearance