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Experience:

1 year required

Job type:

Full-time

• 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 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.
• 1-2 years of experience in Customer Success, Professional Services and/or Services Industries, Technical Sales (e.g., technology or management, consulting).
• About Business UnitIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
• Your Life @ IBMIn a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better. Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.
• Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.
• Are you ready to be an IBMer?.
• About IBMIBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
• Location StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.
• Being You @ IBMIBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

Experience:

2 years required

Skills:

Research

Job type:

Full-time

• Ensure all aspects of customer service in relation to Customers using DHL's eCom tools and promotion of eCom tools.
• Make joint sales calls together with Sales staff, to sell the benefits of DHL's ESS tools to customers.
• Help customers during initial ESS products deployment and hand-hold customers through the implementation process for the ESS products to ensure adequate comprehension and proper usage of the tools.
• Assist and guide customers in the setting up of the ESS tools and customised management reports.
• Review daily data return from customers to ensure that the customers are transmitting data on their shipments so as to ensure accurate and timely data flow to pre-empt the problem of unbilled shipments.
• Assist customers in trouble shooting queries and problems on the ESS tools.
• Arrange ESS demonstrations for customers who are potential ESS users, including ESS management reports and demonstrations to managers.
• Confidently address all queries and concerns that customers may have on DHL's eCom tools, emphasising their advantages which are matched to customers needs for automated tools in the evolving marketplace.
• Visit ESS customers on a regular basis to gauge satisfaction with the ESS products, to ascertain any need for extra training and collect suggestions for improvements.
• Keep existing ESS customers informed of all new ESS versions and new features which will enhance their usage and convenience.
• Maintain good working relationship with sales, marketing and within customer service departments to encourage customer's adoption of ESS tools.
• Train all the users of the ESS, mainly customers' clerical staff as well as the relevant Account Managers, Account Executives and Sales Service Representatives who will be utilising the ESS tools.
• Co-ordinate with DHL departments which will be affected by the ESS tools.
• Research fully all potential ESS customers, analyse their special needs, if any, and work with Sales and Marketing teams to recommend appropriate ESS tools to targeted customers to raise ESS utilisation.
• Collect any new requirement from the ESS customers for future development.
• Plan and manage ESS tools deployment to ensure achievement of deployment targets.
• Bachelor Degree or Higher in Information Technology or related field.
• 2 years experience in IT customer support, preferably with experience in DHL ESS tools.
• Presentation skills and Communication skills.
• Analytical, organizational and motivational skills.