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Your Role and Responsibilities
As a Customer Success Manager - Security Architect you will apply your technical skills to help our customers achieve their business outcomes with IBM Security solutions in correlation with hybrid cloud & AI Growth Offerings that run on Red Hat OpenShift. You will be responsible for use case identification, solution architecture design, MVP builds, and adoption with a focus on IBM Security Solutions.
You will also guide IT executives through the changes needed to unlock the full value of security solutions, show users how to get value out of their solutions, identify expansion opportunities, and work with the renewal team to ensure execution of the renewal process.
You will be part of IBM’s new growing Customer Success Management (CSM) Team and be working directly with our customers at all levels to help achieve their business objectives.
To be successful in this role you:
- Demonstrate a history of success as a security architect, consultant, pre-sales, technical account management, or equivalent
- Understand customer security and technology needs; Align company standards, frameworks and security with overall business and technology strategy; become the face of IBM to the customer
- Serve as a trusted technical expert for the customer’s security domain. Drive deployment, adoption, and modernization of security solutions in hybrid cloud environments
- Have a proven track record of leading security and technical conversations, persuading others to act based on requirements and value provided by solutions
- Advise, Design, and support implementation of enterprise-class security systems
- Identify security design gaps in existing and proposed architectures and recommend changes or enhancements
- Have handled difficult customers or situations and can demonstrate resolutions
- Willingness to take initiative and tackle things on your own
- Ability to navigate data and people to find answers
- Execute customer success plan to drive adoption post-deployment
- At least 10 years of experience in Customer Success, Technical Sales, Professional Services and/or Services Industries (e.g., IT security, technology or management consulting)
- Security background in Threat Management, SOC solutions, Vulnerability Management or other security areas
- Technical understanding of Containers, Kubernetes and OpenShift is a plus
- Ability to show customers how to “use” the offerings to get to first productive use and proactive expansion
- Can build a growth plan to demonstrate how security offerings will deliver customer outcomes
- Analytical mindset and problem-solving skills
- Understanding of enterprise software implementations, SaaS / IaaS / PaaS and cloud applications
- Strong interpersonal relationship building and executive communications skills
- Can manage multiple customer accounts and projects simultaneously
- Technical understanding of IBM Middleware / Software / Cloud Services a plus
- Relevant security certificate a plus
- Other Technical Certifications considered
As above.
Preferred Technical and Professional Expertise
As above.
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