Automation Architect (f / m / x) - Select Territory

A Technology Sales Engineer role within IBM's Automation brand means a career where you're a technical expert helping clients create a world with less repetitive work and more innovative decisions. Less unplanned downtime and more proactive insight. And less waiting on systems… So that their employees can invest more time on the work they love. Join us and be a trusted technical expert to solutions that make people more productive and improves business performance, so that they can change the world at a scale not previously possible.

As a Sales Engineer aligned to the Automation brand, you'll be working with and across your clients, IBM's broader sales teams, and Business Partners. You'll understand clients' business and technical requirements within the current competitive landscape and, combining this with your knowledge of IBM's software product suite, you'll present value-driving solutions that compel clients to invest in us.

Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you'll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that will compel our clients to invest in IBM's products and services.

Your role and responsibilities

As a Sales Engineer you'll work closely with clients to develop relationships, understand their needs, earn their trust and show them how IBM's industry leading solutions will solve their problems whilst delivering value to their business. Your primary responsibilities will include:

• Client Management and Strategy: Manage a dedicated client set and define, confirm and communicate the value of IBM's Automation technology at both the technical / architectural and business level.
• Solution Definition and Proof of Concept Delivery: Learn and employ Automation software solution-selling techniques to identify and engage decision makers and influencers, qualify business opportunities, and respond to clients' needs. Provide proof of concepts and simplifying technical concepts of business automation to ensure client comprehension.
• Credibility Building and Trust: Establish credibility and trust with clients, which is essential for closing complex technology deals.
• Sales Process Management: Manage the entire sales process and ensure delivery against KPIs, with a strong emphasis on new business sales, while expanding existing accounts.

Required education

Bachelor's Degree

Preferred education

Master's Degree

Required technical and professional expertise

Required Experience:

• Technical Education: Completed technical degree (Bachelor of Science or Master of Science) such as Computer Science, Engineering, Information Systems, or a related field.
• Automation Market Knowledge: Knowledge in the fields of IT-Automation (e.g. AIOps, Cloud Cost Management, Observability, Cloud and IT-operations technologies) and Application Modernization & Integration (DevOps, Kafka-based technologies, API-driven architectures, Containerization) to quickly become a trusted client advisor. Training on IBM's Automation offerings will be provided.
• Interpersonal and Communication Skills: Utilizing strong interpersonal and communication skills to influence diverse stakeholders within enterprises.
• Fluent in German (at least C1 level) and English.

Preferred technical and professional experience

Preferred Experience:

• Business Goal Translation: Translating business objectives into technical solutions and offering guidance on technology strategies.
• Software Sales Experience: 1 – 2 years of experience in software sales with a proven track record of contributing to the resolution of client's issues ideally as architect.

About business unit

IBM 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.

Other relevant job details

For additional information about location requirements, please discuss with the recruiter following submission of your application.

Job Title: Automation Architect (f / m / x)

Job ID: 9368

Country: Germany

Work arrangement: Hybrid

Area of work: Sales

Employment type: Regular

Position type: Entry Level

Travel required: Up to 60% or 3 days a week (home on weekends - based on project requirements)

Shift: General (daytime)

Is this role a commissionable / sales incentive based position? Yes