Customer Success Engineer - App Integration (US FSM East)

Application Integration Customer Success Engineers are the technical experts and advisors to clients, IBM sales teams, and/or IBM Business Partners. As a member of the Automation Technical Specialist Sales team, you understand the client's business requirements, technical requirements, and the competitive landscape. You apply your business insights and your deep subject matter expertise, build and maintain client relationships, incorporate software and services into client-valued solutions, and ensure client readiness for the implementation of technical solutions. This is an opportunity to shape the future for both IBM and its clients., You will work with sales and technical teammates to help identify, progress, and close opportunities. We are seeking individuals that possess a robust business acumen within the application integration domain and are ready to make an impact in selling our strategic set of solutions, including IBM MQ, IBM Aspera, IBM DataPower, IBM App Connect, IBM API Connect, the Cloud Pak for Integration platform, Sterling (B2B Integration) and IBM Hybrid iPaaS (IBM + WebMethod). Also, you own the customer adoption journey & ensure clients deploy, use, and get value from those solutions.

Typical activities include leading and delivering client-facing solution workshops, product demonstrations, technical education, and Proof of Concepts. Becoming a trusted advisor and providing a top-notch customer experience is critical. This includes supporting technical escalations, product deployment and answering technical questions throughout the sales process in order to progress and close sales and develop customer relationships.

Responsibilities

• Actively identifies, develops, and progresses Application Integration sales opportunities within their assigned territories, segments, and assigned clients.
• Provides strategic direction and leadership to client decision-makers related to IBM proposed Application Integration solutions supporting the clients' business transformation initiatives.
• Acts as a deep technical expert in IBM Application Integration solutions and leverages your experience to make presales engagements successful.
• Collaborates with other internal IBM teams and stakeholders to drive unmatched customer satisfaction and client adoption of IBM's Application integration portfolio.
• Understands IBM's Automation point of view for enterprise integration solutions, the competitive landscape, market trends, and effectively positions IBM's unique value proposition.
• Supports customer technical escalations, health checks, best practice sharing, designing solutions, and answers technical questions throughout the sales process in order to identify/progress/close sales and develop customer relationships.
• Develops, nurtures, and maintains deep technical account relationships with client stakeholders and leaders.
• Owns our client's adoption journey & ensures clients deploy, use, and get value from IBM technology.

Required technical and professional expertise

• Hands-on technical experience with IBM Application Integration software or equivalent, including Hybrid iPaaS (IBM + WebMethod), IBM MQ, IBM Aspera, IBM DataPower, IBM App Connect, IBM API Connect, the Cloud Pak for Integration platform, and Sterling (B2B Integration).
• Practical experience in a customer-facing technical role, enterprise tech sales, consulting services, or equivalent.
• Skilled in consultative selling, with an understanding of the client's needs and IBM capabilities.
• Ability to identify and envision opportunities.
• Ability to effectively showcase and demonstrate solutions/technologies in a customer-facing scenario.

Preferred technical and professional experience

• In-depth Cloud Platform knowledge in one of the following: Microsoft Azure, Google Cloud Platform/Anthos, Amazon/AWS, IBM Public Cloud
• Applied knowledge of building and operating clusters effectively on a Kubernetes platform (preferably Red Hat OpenShift)