IBM Solution Architect - EZSource in Brussels, Belgium

As a Solution Architect for EZSource you will be responsible for building and maintaining pre and post-sales relationships with SI partners, GBS and their clients. You will be responsible for articulating the vision and value proposition of EZSource across the various domains and sales entry points. You will serve as advisor to Ezsource strategic SI partners and help them progress their client engagements , You will gain an in-depth knowledge of the SI and their customer's environment and development processes and how they will benefit from the use of EZSource. You will assist EZSource Sales Specialists, SI sales teams, and GBS verticals to not only help uncover new opportunities, but also provide feedback and insight into additionalclient requirements to the OM and lab teams. You should have an extensive background in mainframe development processes, with an in-depth knowledge of industry best practices. Measurements : Quantifiable /Qualitative

  • Number of GSI influenced client opportunities both in the active pipeline and closed/won opportunities

  • No of GSI/partner and client workshops creation and deployment of CoC for GBS and other GSIs to ensure repeatable model for delivery skills/capability is built

  • Measurable commitment of GBS and other GSIs to build skills capacity /Delivery expertise around EZSource (including potential for offshore skill development and other initiatives to provide required scale) ie No of GBS and GSI practitioners trained /certified

    ResponsibilitiesEZSource Solution Architect Responsibilities

  • Gain in-depth knowledge of client requirements , their environment and development processes and how they will benefit from the use of EZSource as an Application Discovery and code analysis solution

  • Become an advisor to Global GSIs and Regional partners to build EZSource into Solution Reference architectures so that it becomes a standard in SI client engagement model

  • Focus on EZSource integration with other IBM system z DevOps solutions, API Mgmt and other relevant offerings to be able to position EZSource capabilities alongside other product capabilities in the context of IBM overall DevOps and Digital transformation capabilities.

  • Ensure Global SIs can envisage IBM overall solution capability in areas of Application Innovation & maintenance and how this relates to enhanced delivery quality in their Client digital transformation projects

  • Work closely with the EZSource Channel sales & Business Development leader to prioritise actions required to progress Channel indirect business and/or remove obstacles. Work with GEO IBM System z sales teams to support Sales to close new EZSource licence sales

  • Conduct architecture workshops that articulate how EZSource fits into modernization and digital transformation initiatives, and deliver a high level transformation roadmap as a result of this engagement

  • Train and mentor SI teams including those from GBS in delivering architecture workshops to ensure scalability and drive towards meeting SI driven revenue requirements

  • Design and develop innovative solutions to address customer requirements using EZSource . Ensure other IBM sales and development areas are engaged as necessary to support customer requirement

  • Maintain current functional and technical knowledge of EZSource. its advantages over overlapping IBM solutions like RAA and its strengths relative to market competitors

  • Manage, balance and drive multiple requests across simultaneous client engagements

  • Provide clear and constructive product feedback to IBM’s offering Management teams based on customer requirements and experiences

  • Help to document best practices in implementing and leveraging EZSource ;

  • Function as a front-line thought leader who can derive best practices and constantly innovate

Our ideal candidate has :Demonstrable revenue success within the mainframe application development communityLead responsibility in high value software sales campaignsAbility to assume solo responsibility as well as involving team members when neededAbility to understand, discuss and relate to customer value issues around the application Discovery lifecycle with linkage to a clients Digital transformation and DevOps strategyAbility to be a confident questioner / listener with good empathy• Guide the customer, partners and internal team through the sales cycle• Be able to create a formal evaluation / buying cycle from identified business requirements• Be able to discuss business value and ROI• Demonstrate the ability and motivation to succeed in the joint business goals with the customer• Demonstrated ability to be an exceptional communicator, both written and verbal• Demonstrated organizational abilities• Demonstrated competitive understanding• Demonstrated commercial awareness and numeracy

Minimum 5 years understanding of mainframe concepts and terminology including Mainframe to enterprise application development methods with details covering DevOps and modernization principles• Understand solution selling• Hold a full current driving license and passport• Be able to provide employment and customer references• Able to demonstrate the difference between a solution selling approach to that of a single Product (Tool) sale within a customer environment.- English : Fluent

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