Presales Consultant (IBM Software - Data & AI)

Around 12 to 15 years, out of which the last 5-7 years should be as a pre-sales technical consultant of IBM Data & AI (formerly IBM Analytics) software portfolio

- The candidate will learn the client's business requirements, technical requirements, and competitive landscape and apply their technical knowledge and experience to bring new solutions to the clients.

- The candidate will be responsible for collaborating with IBM sales teams to define, design, and detail the technical aspects and feasibility of proposed solutions.

- They will deliver solution workshops, product demonstrations, technical education, and Proof of Concepts (PoC) / Proof of Technology (PoT).

- They will support technical escalations, designing solutions, and answer technical questions throughout the sales process in order to progress / close sales and develop customer relationships.

Required Responsibilities :

- Cover the complete Bahrain territory to drive new sales and expand existing business

- Provide technical sales leadership

- Working with the software sales team to create a pipeline of new revenue opportunities

- Produce software technical proposals including RFP review, answering customer clarifications and completing compliance matrix

- Translate customer functional requirements to technical architecture and BOQ

- Work with the GBM services team / business partner to produce services proposal with resource estimations and implementation timelines

- Maintain a thorough understanding of the client's industry, including industry trends, industry business processes, industry financial measurements and performance indicators, and key client competitors in their industry

- Demonstrated technical aptitude, customer-facing and presentation skills, business value analytics, written communication skills

- Hands on skills, delivery experience on IBM tools is a plus

- Staying abreast of IBM product roadmaps as well as understanding the scenarios, features and functions within each of the products and how these are applied to address business and technical problems

- Responsible of the handover of sold solutions to the Services Delivery team

- Ability to develop a broad awareness of the client's technical architecture and emerging technologies and in turn assist the sales team in proposing new solutions to these clients

- Possess a proven track record in architecting solutions using IBM software products for the Public and Private sectors (large enterprises, banks)

- Possess a deep understanding of IBM's Analytics software portfolio and overall Data Management

Proven ability to deliver presentations and demonstration of the following IBM products / solutions :

- IBM Datawarehouse (IIAS / Netezza)

- Cloudera / Hortonworks

- Information Server / Datastage

- Master Data Management

- Optim

- CDC

- IBM Watson

- IBM Cloud Pak for Data

- Additional experience in competitive products would be an advantage

- Ability to package solutions including services

- Completed at least 5 IBM technical product / solution certifications

- Ability to work independently with support from the IBM Middle East technical team as well as with IBM Labs

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