This is a Customer Success Engineer - ANZ role with IBM based in Sydney, NSW, AU IBM Role Seniority - mid level More about the Customer Success Engineer - ANZ role at IBM 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 As a Customer Success Engineer, you will design viable client solutions by leveraging current product capabilities and remove technical inhibitors to sales opportunities. You will work with clients to drive adoption and expansion of IBM products to accelerate client value. Your primary responsibilities will include: Deliver Technical Proof Points: Create and deliver technical proof points through technical accelerators, such as demonstrations, POTs, POCs, Workshops, Solution Design, and MVPs, to demonstrate the value of IBM products to clients. Drive Customer Value: Activate entitlements by finding sponsors, conducting use-case workshops, and establishing measurable business outcomes with client sponsors and stakeholders. Develop Success Plans: Create a success plan that describes deployment roadmap(s), milestones, and outcomes with client sponsors and stakeholders to ensure successful adoption and expansion of IBM products. Understand Client Challenges: Deeply understand clients' main challenges and become a trusted guide for their modernization and adoption of IBM's technology portfolio. Preferred Education Master's Degree Required Technical And Professional Expertise Technical Solution Design: Exposure to designing viable client solutions by leveraging current product capabilities, removing technical inhibitors to sales opportunities, and creating technical proof points. Product Demonstration: Experience working with technical accelerators, such as demonstrations, POTs, POCs, Workshops, Solution Design, and MVPs, to demonstrate the value of products to clients. Client Engagement: Exposure to working with clients to drive adoption and expansion of products, including activating entitlements, conducting use-case workshops, and establishing measurable business outcomes. Technical Portfolio Knowledge: Experience working with a technology portfolio, including understanding client challenges and identifying opportunities for modernization and adoption. Solution Development: Exposure to creating success plans, including deployment roadmaps, milestones, and outcomes, to ensure successful adoption and expansion of products. Key Skills Integration Expertise in the industry: IBM App Connect, IBM API Connect, IBM Event Automation, webMethods iPaaS, webMethods B2B, MFT, Sterling or similar technologies Pre-sales/Technical Sales Experience: Architecting and Desiging customer solutions, identifying value and creating compelling value propositions. Leading and driving multiple Enterprise and Commercial accounts alongside partners, internal teams and customers. Presentation skills: Strong presentation and Demo skills. Preferred Technical And Professional Experience Product Acceleration Knowledge: Exposure to designing and delivering technical accelerators, such as demonstrations, POTs, POCs, Workshops, Solution Design, and MVPs, to demonstrate the value of products to clients. Technical Solution Optimization: Experience working with clients to optimize technical solutions, including activating entitlements, conducting use-case workshops, and establishing measurable business outcomes. Technology Portfolio Familiarity: Exposure to working with a technology portfolio, including understanding client challenges and identifying opportunities for modernization and adoption. Before we jump into the responsibilities of the role. No matter what you come in knowing, you’ll be learning new things all the time and the IBM team will be there to support your growth. Please consider applying even if you don't meet 100% of what’s outlined Key Responsibilities Delivering technical proof points Driving customer value ️ Developing success plans Key Strengths ️ Technical solution design Client engagement Presentation skills Integration expertise Pre-sales/technical sales experience Product acceleration knowledge A Final Note: This is a role with IBM not with Hatch.
