Mainframe Solutions Expert

2 days ago

Canberra, ACT, Australia beBeeTechnical Full time $120,000 - $180,000
Job Overview

This role requires a professional with expertise in Mainframe technologies to provide subject-matter guidance, thought leadership, and solution specialization. The successful candidate will build relationships with customers, partners, and prospects to understand their business and IT challenges.

The ideal candidate will be an influential expert who can open key opportunities for our largest mainframe clients.

Key Responsibilities
  • Lead or participate in a collaborative team environment to deliver high-quality results and recommendations using relevant best practices.
  • Identify additional product sales and professional services opportunities, assist in solution development, respond to customer inquiries, and participate in relevant business initiatives.
  • Assist Sales teams by understanding the value of our solutions to customers' businesses and alignment with our license model.
  • English and local language proficiency is required.
Responsibilities and Performance Areas

This position must be perceived as bringing tangible value to customers through experience, knowledge, and expertise. The role combines broad real-world experience and IT industry certifications and is measured across five primary areas:

  • Customer Focus: Communicate our key capabilities to address customer and partner needs.
  • Financial Targets: Meet or exceed our stated financial targets.
  • Internal Business Processes: Demonstrate mastery of our internal processes, systems, and support structure.
  • Leadership, Teamwork, and Planning: Collaborate with and effectively manage virtual teams.
Customer Focus
  • Assist Account Directors, Solution Architects, and/or Partner Account Directors in technically qualifying solutions and their benefits to customers and/or partners.
  • Work with the account team and the customer/partner to understand technology needs and architect a solution to meet them.
  • Build relationships across customer IT silos to understand and document infrastructure challenges and potential technical impact of projects.
  • Maintain deep technical knowledge of our mainframe products.
  • Provide technical specifications and requirements documentation to support proposed solutions.
  • Position and present benefits of our solutions to meet client requirements.
  • Provide technical leadership during Trials, POCs, and complex demos as warranted.
  • Ensure technical requirements are clearly communicated and understood by the client.
  • Communicate our competitive differentiators by solution.
  • Foster relationships to develop references and continuously improve customer interactions.

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