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Technology Deployment Leader

2 months ago

South Canberra, Australia IBM Full time

About the Role

The Technology Deployment Leader is a key member of the IBM Customer account team, responsible for enhancing the Customer's understanding of their IBM contracts (ELA) and the capabilities and value it can provide to the Commonwealth. This role requires establishing relationships with the customer's vendor and partner management teams, as well as the many business units who have the potential to use the capabilities available to them in the contract.

Your Key Responsibilities

  1. Identify, expand, and accelerate conversations to match IBM capabilities with Customer needs, resulting in the new and expanded deployment of IBM solutions.
  2. Contribute to the planning, thought leadership, and other activities that assist the Customer in defining and achieving their objectives.
  3. Be conversant with the contract terms, build understanding of how IBM's software is licensed, and provide guidance to IBM's sellers on creating work orders.
  4. Lead the governance and administration of the ELA.

How You Will Achieve This

  1. Be obsessed with customer success.
  2. Constantly build relationships with Customer stakeholders and users.
  3. Learn the ins and outs of the contract.
  4. Proactively and creatively work with the Customer to enhance their understanding of the ELA and demonstrate how they can derive value from the whole ELA.
  5. Work with project sponsors to identify and match unused contract content to new business needs and build and maintain a map of current ELA usage.
  6. Build and maintain a plan and strategy that guides the IBM deployment team's priorities in executing on the contract and complementing other IBM account team strategies.
  7. Document the value delivered to the Agency that's over and above the contract.
  8. Proactively identify and record by whom, where, and how much software is being used and ensure reporting obligations are fulfilled.
  9. Get yourself known as the 'go-to' person for administrative, software licensing, and other queries.
  10. Help the customer access the IBM expertise they need.
  11. Partner with the customer on contract governance.
  12. Analyse and record the consumption and tracking of ELA elements for trends and opportunities.
  13. Create awareness and documentation of processes, software roadmaps, and end-of-support advice.

Required Technical and Professional Expertise

  • Federal government engagement or account management experience, ideally spending a minimum of two years working with one of the ATO, Services Australia, Dept of Home Affairs, Dept of Defence, or Digital Transformation Agency.
  • A history of successfully building and leveraging extensive relationships with key customer stakeholders and business users, including people in their business, IT, and vendor organisations.
  • The ability to coach clients and colleagues in operations processes, commercial practices, and contract management.
  • High attention to detail, as the role requires accurate tracking and reporting of all ELA 'consumption' components.
  • An active interest in current and emerging technologies and the ability to collaboratively identify and analyse deployment needs in relation to the clients' purchased IBM Software entitlements.
  • Excellent organisation, time management, and prioritisation practices.
  • Experience managing escalations and Critsits.
  • Strong presentation, Excel, and Word skills, as well as an aptitude for Mural, Monday, and data analysis.

Preferred Technical and Professional Expertise

  • Canberra-based resident.
  • At least Baseline Level and willingness to undertake an NV1 clearance.