Customer Success Architect – Security - New Graduate

The Programme

A Customer Success Architect drives business value and technology outcomes throughout customer lifecycle with SECURITY Growth Offerings to support Hybrid Cloud Platform strategy. 
 
Your Role and Responsibilities:

• Responsible for use case identification and value realization for SECURITY Growth Offerings. 
• Architects and co-creates MVP alongside customer practitioners. 
• Drives increased usage and adoption for SECURITY Growth Offerings. 
• Guides customer IT executives through the changes needed to unlock the full value of hybrid cloud. 
• Demonstrates value of Growth Offerings to the customer and identifies additional opportunities for adoption. 
• Activates early renewal conversations, drives upsell and works with renewal team to ensure execution of the renewal process.

Required Skills and Abilities 

Required Technical and Professional Expertise:

• Exude deep understanding of customers and value, customer business and technology needs; becomes the face of IBM to the customer. 
• Co-defines customer roadmap for implementation and value realization alongside customer. 
• Possess Technical knowledge to drive adoption. Serves as a trusted expert for customers cloud migration and deployment of IBM Security Growth Offerings. 
• Conduct workshops with customer to align IT architecture, integration & migration requirements 
• Execute customer success plan to drive adoption post-deployment. 
• Build and execute retention and expansion plays.

Preferred Technical and Professional Expertise:

• Technical understanding and hands-on experience with Containers or equivalent, Value Prop, Use Cases, Competitive Differentiation. 
• Experience with enterprise software implementations/operation/presale in 1 or 2 of this Security areas: 
  
  • Extended detection and response (IBM Qradar SIEM, SOAR, NDR) 
  • Data Security (IBM Guardium) 
  • Identity and Access Management 
• Ability to show customers how to “use” the offerings to get to first productive use and proactive expansion. 
• 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. 
• 2-4 years of experience in Customer Success, Professional Services and/or Services Industries, Technical Sales (e.g., technology or management, consulting).

About Us: 
 
At IBM, we do more than work. We create.  
 
We create as technologists, developers, and engineers. We create with our partners. We create with our competitors.  
 
If you're searching for ways to make the world work better through technology and infrastructure, software and consulting, then we want to work with you.  
 
We're here to help every creator turn their "what if" into what is. Let's create something that will change everything.