What are the key responsibilities for the Pre-Sales Solutions Architect - IBM Hybrid Cloud and Power role at Arrow Electronics?

The Pre-Sales Solutions Architect - IBM Hybrid Cloud and Power at Arrow Electronics will lead pre-sales activities, including partner enablement and recruitment. You'll provide technical expertise throughout the sales cycle, from customer discovery to solution design and demonstration, with a focus on IBM Hybrid Cloud and Power offerings like OpenShift and on-prem deployments. This involves supporting sales teams, delivering technical presentations, and collaborating with cross-functional teams to develop innovative, user-centric solutions.

What technical skills and experience are most important for this IBM Pre-Sales Solutions Architect position at Arrow Electronics?

A strong understanding of IBM Hybrid Cloud and Power solutions is crucial. Experience with OpenShift, on-prem deployments, and IBM Storage solutions is highly valued. The role also requires proven experience in applying these technologies to solve complex business problems, the ability to deliver technical demonstrations, and knowledge of the competitive landscape. Certifications in IBM Cloud, IBM Power, and Red Hat OpenShift are preferred.

Is this a remote position, and what is the expected travel for the Pre-Sales Solutions Architect at Arrow Electronics?

Yes, this is a fully remote position. However, the role requires the ability to travel 50% or more of the time to Arrow/Partner/Client office locations as requested by Arrow leadership or for work-related purposes. Remote employees may also be required to be present at the closest designated Arrow office at the Company’s request.

What are the preferred qualifications for the Pre-Sales Solutions Architect - IBM Hybrid Cloud and Power at Arrow Electronics?

While a 4-year degree with 5 years of experience is preferred, key qualifications include at least 2 years of proven experience applying IBM Cloud and Power solutions. Experience with IBM Storage, Fusion, Storage for Resilience, Data and AI, and Mainframe are considered pluses. Strong facilitation skills, a growth mindset, excellent communication abilities, and relevant certifications are also highly desired.

How does Arrow Electronics support professional growth for a Pre-Sales Solutions Architect?

Arrow Electronics offers growth opportunities as part of its comprehensive benefits package. The role itself involves continuous learning in the dynamic field of Cloud and Power, working with innovative solutions, and collaborating with diverse teams, all of which contribute to professional development. Specific internal programs and career pathing are typically available to employees.

Pre-Sales Solutions Architect - IBM

Arrow Electronics · Santa Clara, CA

On site
Full-time
$165,000 / year
Santa Clara, CA

Job highlights

Lead IBM Hybrid Cloud and Power pre-sales efforts.
Support sales cycle with technical expertise.
Develop and deliver technical presentations.
Collaborate with cross-functional teams on solutions.
Travel required for client and partner engagement.

About the role

Pre-Sales Solutions Architect - IBM Hybrid Cloud and Power

Arrow is seeking a highly skilled and motivated IBM Hybrid Cloud and Power professional to support our client base in the Americas region. This role will provide lead efforts in partner enablement & recruitment and technical expertise in support of pre-sales activities. This person will assist in the IBM Hybrid Cloud and Power sales cycle including partner and customer discovery, analysis, design, demonstration, and refinement of technology solutions. There is a technical emphasis on offerings including OpenShift, Hybrid Cloud, on-prem and deployments. This role involves supporting sales teams, presenting technical demonstrations, and providing product expertise. The successful candidate will develop general knowledge across all IBM Hybrid Cloud and Power offerings with a focus on Modernization and IT areas generally and may also assist in responding to customer proposals as required.

As an IBM Hybrid Cloud and Power professional, you will be responsible for leading partner Cloud and Power conversations to drive innovation, problem-solving, and user-centric solutions to our business partners that are focused on Cloud, Power, and modernized infrastructure. You will collaborate with cross-functional teams to identify challenges, ideate Cloud and Power solutions, and implement strategies in Arrow Solutions Lab that enhance user experience and drive business growth. You will be working closely with Arrow engineering covering IBM Cloud and Power solutions. The ideal candidate is a creative thinker, empathetic listener, and skilled facilitator with a passion for driving positive change.

What You'll Be Doing

Establish relationships with the Arrow Supplier teams, sales, partners and customers in support of joint Sales, Marketing and Services team objectives.
Engage and leverage all resources, abilities, budgets and personnel as appropriate to accomplish tasks.
Develop and deliver engaging presentations, workshops, and training sessions to educate both technical and non-technical audiences about Storage and Power concepts, applications, and benefits.
Deliver executive-level conversations for customers and prospects to educate and inspire on the vision of Cloud and Power.
Provide pre-sales support by working with identified Arrow Strategic Accounts and opportunities at a technical account ownership level.
Hands-on lab support functions from installation of HW and SW in Arrow Solutions Lab to troubleshooting technical issues with the Lab.
Must have a solid grasp on the competitive space with Cloud and Power, leveraging knowledge of competitive solutions to effectively consult with customers and partners.
Analyze market trends and competitive offerings to enhance sales strategies.
Provide technical expertise for IBM Cloud and Power solutions to sales teams and customers.
Provide product demonstrations to partners and/or clients and ensure all customer-facing solutions are documented.
Produce impactful, thought-leadership content, including blogs, articles, webinars, white papers, and presentations, to educate, inspire and articulate “the art of possible”, while effectively positioning Arrow Electronics as a channel leader on AI-Related topics.
Collaborate with cross-functional teams to identify customer needs and develop tailored solutions.
Execute technical sales calls as lead or team member depending on the situation.
Complete required pre-sales documentation quickly, accurately, and completely.
Qualify sales opportunities in terms of customer technical requirements, competition, and decision-making processes.
Present and market the design and value of proposed supplier Technology solution and business case to partners, customers, prospects, and Arrow management.
Knowledge of job-associated hardware, software, virtual & cloud technologies, and applications covering IBM Cloud and Power.
Ability to identify fundamental problems from real-world use-cases and to design, build and validate successful cloud and power solutions.

What We're Looking For

4-year degree with 5 years of related experience preferred.
Proven experience (at least 2 years) applying IBM Cloud and Power solutions to solve complex business problems and drive innovation.
Experience with IBM Storage solutions is preferred.
A passionate and positive attitude for innovation and continuous learning in the field of Cloud and Power, along with a strong customer-centric mindset.
Self-Starter: Growth mindset, motivated to work with partners and their clients and can lead initiatives independently.
Strong facilitation skills with the ability to lead workshops and collaborate effectively with cross-functional teams.
Requires in-depth knowledge and experience with IBM Cloud and Power ecosystem.
Fusion, Storage for Resilience, Data and AI are a plus.
Mainframe experience is preferred.
Experience with IBM Storage Ceph is a preferred.
A successful candidate possesses detailed product/technology/industry knowledge on the IBM Cloud and Power Systems.
Ability to present effectively in front of large groups.
Excellent Communication Skills: Possess verbal, written, and interpersonal skills that are engaging, compelling and influential.
Certification(s) on IBM Cloud and Power stack.
Expert knowledge of IBM Cloud and IBM Power solutions.
Certification(s) in IBM Storage (Storage Fusion, Enterprise Storage).
Certification(s) in IBM Power.
Certification(s) in Red Hat OpenShift.
Certification(s) or experience in IBM i, Windows and Linux operating systems (RHEL preferred).
Certification(s) or experience in virtualization & container technologies.
Certification(s) or experience in scripting or programming language(s).
Ability to present effectively in front of groups.
Clean and credible social media presence.
Ability to travel 50% or more of the time.

Key Skills/Competency

IBM Hybrid Cloud
IBM Power Systems
Pre-Sales Solutions Architecture
OpenShift
Technical Demonstrations
Partner Enablement
Cloud Solutions
IT Modernization
Sales Support
Customer Engagement

Skills & topics

Pre-Sales Solutions Architect
IBM Hybrid Cloud
IBM Power Systems
OpenShift
Cloud Solutions
IT Modernization
Technical Sales
Partner Enablement
Solutions Architecture
Americas Region

How to get hired

Customize your resume: Highlight your IBM Hybrid Cloud, Power Systems, and pre-sales experience, quantifying achievements where possible.
Tailor your application: Emphasize your ability to conduct technical sales calls and present solutions effectively to diverse audiences.
Prepare for technical questions: Be ready to discuss IBM Cloud and Power solutions, OpenShift, and competitive landscapes.
Showcase collaboration skills: Demonstrate your experience working with sales teams, partners, and customers to drive business growth.
Highlight certifications: If you have relevant IBM or Red Hat certifications, ensure they are prominent in your application.

Technical preparation

Master IBM Cloud and Power solution architecture.,Practice OpenShift and hybrid cloud deployments.,Study competitive IBM solutions and market trends.,Prepare to demonstrate solutions hands-on.

Behavioral questions

Describe a complex problem you solved with IBM solutions.,How do you build relationships with partners and clients?,How do you handle presenting to executive-level audiences?,Share an example of leading an initiative independently.

Frequently asked questions

What are the key responsibilities for the Pre-Sales Solutions Architect - IBM Hybrid Cloud and Power role at Arrow Electronics?: The Pre-Sales Solutions Architect - IBM Hybrid Cloud and Power at Arrow Electronics will lead pre-sales activities, including partner enablement and recruitment. You'll provide technical expertise throughout the sales cycle, from customer discovery to solution design and demonstration, with a focus on IBM Hybrid Cloud and Power offerings like OpenShift and on-prem deployments. This involves supporting sales teams, delivering technical presentations, and collaborating with cross-functional teams to develop innovative, user-centric solutions.
What technical skills and experience are most important for this IBM Pre-Sales Solutions Architect position at Arrow Electronics?: A strong understanding of IBM Hybrid Cloud and Power solutions is crucial. Experience with OpenShift, on-prem deployments, and IBM Storage solutions is highly valued. The role also requires proven experience in applying these technologies to solve complex business problems, the ability to deliver technical demonstrations, and knowledge of the competitive landscape. Certifications in IBM Cloud, IBM Power, and Red Hat OpenShift are preferred.
Is this a remote position, and what is the expected travel for the Pre-Sales Solutions Architect at Arrow Electronics?: Yes, this is a fully remote position. However, the role requires the ability to travel 50% or more of the time to Arrow/Partner/Client office locations as requested by Arrow leadership or for work-related purposes. Remote employees may also be required to be present at the closest designated Arrow office at the Company’s request.
What are the preferred qualifications for the Pre-Sales Solutions Architect - IBM Hybrid Cloud and Power at Arrow Electronics?: While a 4-year degree with 5 years of experience is preferred, key qualifications include at least 2 years of proven experience applying IBM Cloud and Power solutions. Experience with IBM Storage, Fusion, Storage for Resilience, Data and AI, and Mainframe are considered pluses. Strong facilitation skills, a growth mindset, excellent communication abilities, and relevant certifications are also highly desired.
How does Arrow Electronics support professional growth for a Pre-Sales Solutions Architect?: Arrow Electronics offers growth opportunities as part of its comprehensive benefits package. The role itself involves continuous learning in the dynamic field of Cloud and Power, working with innovative solutions, and collaborating with diverse teams, all of which contribute to professional development. Specific internal programs and career pathing are typically available to employees.

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