Senior Solutions Architect - Client Engagement

Introduction

Join our team at IBM Consulting, where building long-term client relationships and driving transformative journeys in hybrid cloud and AI are at the forefront of what we do. Engage with top-tier companies across diverse industries, using IBM technology and partner support to create impactful solutions that deliver measurable results. Our culture thrives on curiosity and innovation, encouraging you to challenge conventions and explore fresh ideas, all while focusing on your growth and unique skills.

Your Role and Responsibilities

As a Senior Solutions Architect, you will be an integral player who bridges the gap between client requirements and solution design. Collaborating closely with clients and sales teams, you will craft solutions that meet strategic business objectives while adhering to best practices in technology and industry standards. This dynamic position focuses on designing and structuring work breakdowns, generating pricing estimates, and drafting statements of work. Success in this role requires self-motivation and a proactive approach to navigating complex information and team dynamics to propose effective solutions. A day in this role may include but is not limited to:

End-to-End Technical Guidance: Deliver expert technical guidance throughout discovery phases with potential clients, assessing their architectural needs and collaborating with technical teams to develop proposals.

Finding the Best Architectural Outcomes: Lead workshops with clients, influencing stakeholders at all levels to devise architectural solutions aligning with their business and technology strategies, resulting in actionable roadmaps with clear execution plans to maximize ROI.

Maintaining Solution Review Boards: Play a key role in developing and overseeing solution review boards for proposals, focusing on technology assurance, quality, and risk management.

Building Successful Relationships: Cultivate and sustain strong professional relationships across all levels, from engineers to CIOs, effectively navigating discussions to achieve constructive resolutions.

This position is fully remote but requires collaboration and communication with teams located throughout the US.

Required Technical and Professional Expertise

At least 15 years of experience in pre-sales or post-sales technical roles involving direct customer engagement.

A minimum of 5 years experience in managing teams, with a focus on mentoring and professional development.

5 years experience in selling professional services, including scoping major projects and drafting statements of work.

Proven track record of consistently meeting or surpassing revenue targets in competitive markets.

Expertise in a solution-based sales approach with significant experience in managing complex sales processes and delivering engaging presentations.

Demonstrated ability to independently develop and nurture new client relationships.

In-depth knowledge of Data Engineering, Data Lakehouse, Ingestion and Transformation technologies, and successful sales within these realms.

Strong collaboration skills to work effectively across Sales Engineering and Professional Services teams.

Extensive experience with Snowflake and/or Databricks data platforms.

Specialized knowledge of leading cloud platforms and their data services (e.g., AWS, Azure, GCP).

Significant expertise in legacy database technologies (e.g., Oracle, Teradata, Netezza).

Experience with non-relational data processing platforms and tools (e.g., Hadoop, HBase).

Comprehensive understanding of the entire data analytics stack from ETL to analytics tools.

A successful background in selling data and/or analytics solutions to enterprise clients, including skills to identify key stakeholders and compelling value propositions.

Preferred Technical and Professional Experience

Experience in responding to RFPs is highly desirable.

Hands-on experience with IBM cloud offerings is a plus.

IBM is dedicated to fostering a diverse and inclusive environment and is proud to be an equal-opportunity employer. All qualified applicants will be considered for employment without regard to race, color, religion, sex, gender identity or expression, sexual orientation, national origin, disability, age, veteran status, or other characteristics.