Customer Success Engineer - Melbourne
IBM
3 hours ago
Full-time
Hybrid (Melbourne, Victoria, Australia)
Australia
Introduction
At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.
Your Role And Responsibilities
Customer Success Engineering sellers focus on Enterprise, Strategic and Select Horizon accounts. Customer Success Engineering sellers are technical experts who design viable client solutions by leveraging current product capabilities. They remove all technical inhibitors to sales opportunities and then work with clients to drive adoption and expansion of IBM products to accelerate client value. They are responsible for creating and delivering technical proof points through technical accelerators, to include but not limited to demonstrations, POTs, POCs, Workshops, Solution Design and MVPs. Following the closure of the sale, they are key to driving customer value by activating entitlements through finding sponsors; conducting use-case workshops and establishing measurable business outcomes; developing a success plan that describes deployment roadmap(s), milestones, and outcomes with client sponsors and stakeholders, and by deeply understanding clients’ main challenges and becoming a trusted guide for their modernization and adoption of IBM’s technology portfolio.
Preferred Education
Bachelor's Degree
Required Technical And Professional Expertise
Analytical Problem Solving: Capable of analyzing moderately complex challenges using analytical tools and data interpretation. Applies critical thinking to assess problems with relevant data independently to evaluate potential solutions after considering various possibilities.
Engages in independent analysis and collaborates with others to gather insights and develop recommendations including challenging existing processes.
Work is done independently and is reviewed at critical points. Incorporates and promotes new technology to improve data analysis, reporting and problem solving.
Analyzes team processes to eliminate inefficiencies, leading to improved project timelines and resource allocation.
Autonomy and Impact to the Organization: Capable of working independently while actively contributing to team and organizational goals, with a growing ability to influence outcomes beyond department. This job is the fully qualified, experienced professional, journey-level position. Operates with moderate autonomy.
Leads small teams or projects, managing routine activities. Contributes to department projects ; takes ownership of team projects, driving their execution and coordinating with others effectively.
Recommends improvements at team level.
Provides inputs and contributes to managing department costs.
Understands and deftly handles ambiguity clients face in their business, market, industry, & technology.
Skills And Collaboration
Applies a large set of skills and knowledge effectively.
Demonstrates understanding of all company resources and processes.
Guides less experienced team members in his/her area of specialty. Able to tailor consensual verbal and written communications that resonate with different stakeholders.
Conducts negotiations. Leverages network and engages independently with colleagues to achieve team goals.
Shares best practices with others. Articulates and compares alternative approaches to tasks.
May take on a supervisory role, guiding less experienced team members and ensuring their development. Utilizes emerging technologies to enhance team communication and project management.
At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.
Your Role And Responsibilities
Customer Success Engineering sellers focus on Enterprise, Strategic and Select Horizon accounts. Customer Success Engineering sellers are technical experts who design viable client solutions by leveraging current product capabilities. They remove all technical inhibitors to sales opportunities and then work with clients to drive adoption and expansion of IBM products to accelerate client value. They are responsible for creating and delivering technical proof points through technical accelerators, to include but not limited to demonstrations, POTs, POCs, Workshops, Solution Design and MVPs. Following the closure of the sale, they are key to driving customer value by activating entitlements through finding sponsors; conducting use-case workshops and establishing measurable business outcomes; developing a success plan that describes deployment roadmap(s), milestones, and outcomes with client sponsors and stakeholders, and by deeply understanding clients’ main challenges and becoming a trusted guide for their modernization and adoption of IBM’s technology portfolio.
Preferred Education
Bachelor's Degree
Required Technical And Professional Expertise
Analytical Problem Solving: Capable of analyzing moderately complex challenges using analytical tools and data interpretation. Applies critical thinking to assess problems with relevant data independently to evaluate potential solutions after considering various possibilities.
Engages in independent analysis and collaborates with others to gather insights and develop recommendations including challenging existing processes.
Work is done independently and is reviewed at critical points. Incorporates and promotes new technology to improve data analysis, reporting and problem solving.
Analyzes team processes to eliminate inefficiencies, leading to improved project timelines and resource allocation.
Autonomy and Impact to the Organization: Capable of working independently while actively contributing to team and organizational goals, with a growing ability to influence outcomes beyond department. This job is the fully qualified, experienced professional, journey-level position. Operates with moderate autonomy.
Leads small teams or projects, managing routine activities. Contributes to department projects ; takes ownership of team projects, driving their execution and coordinating with others effectively.
Recommends improvements at team level.
Provides inputs and contributes to managing department costs.
Understands and deftly handles ambiguity clients face in their business, market, industry, & technology.
Skills And Collaboration
Applies a large set of skills and knowledge effectively.
Demonstrates understanding of all company resources and processes.
Guides less experienced team members in his/her area of specialty. Able to tailor consensual verbal and written communications that resonate with different stakeholders.
Conducts negotiations. Leverages network and engages independently with colleagues to achieve team goals.
Shares best practices with others. Articulates and compares alternative approaches to tasks.
May take on a supervisory role, guiding less experienced team members and ensuring their development. Utilizes emerging technologies to enhance team communication and project management.