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Introduction

The IT Economics team works very closely with business executives, various customers across industries, architects, technical sales, sales and business partners to analyze and evaluate the economic differences of IT solutions in client environments to support zStack revenue objectives. This pre-sales and direct sales support is focused on identifying areas for efficiencies and cost reductions, with a mission to position IBM solutions against competitive offerings.

This is an Americas-level position with the possibility for occasional world-wide travel. Travel is based on the candidate’s ability, and the requirements of our customers, but should not exceed 25%.

Your role and responsibilities

Successful (Total Cost of Ownership) TCO and Business Value Assessments (BVA) require a deep understanding of different platforms, public cloud environments and associated software products. Custom client engagements cover a broad range of competitive solutions analyzed in comparison to IBM Z and IBM LinuxONE. These comparisons could be to IBM Power, IBM Storage, IBM Cloud, among other IBM infrastructure offerings, as well as compared to various hyperscalers, hyperconverged systems or other distributed systems. This work also includes aspects of data and analytics, encryption and security, and sustainability.

Each client engagement requires direct stakeholder interaction to identify scope, collect data, and agree on assumptions for the IT Economics analysis to be conducted. The results are presented to senior and technical client management. This work is done collaboratively with IBM client account owners, sales team members and customers. The work ultimately aids internal and external customers in understanding the overall economic and value picture for IBM Z and IBM LinuxONE technologies in client spaces.

Candidates for this role are expected to regularly participate in relevant events, product announcements, and general learning opportunities, to maintain and expand skills, and promote IT Economics team offerings.

Required education

Bachelor's Degree

Required technical and professional expertise

The best candidates will have several years of experience in the following areas:

• Strong problem solving and analytical skills.
• Good knowledge of IBM Z offerings, including processor, networking and storage hardware, and associated software products for z/OS and Linux on Z. An architectural background will be very beneficial.
• Candidates must have the ability to learn to construct or create equivalent environments across multiple Linux platforms, such a Linux on Z, distributed systems (x86 and Power) and hyperscalers (AWS, Azure, etc.).
• Experience or knowledge of cost analysis (TCO) and business value (BVA) methods for solution comparison.
• An understanding of software licensing differences.
• An ability to conduct primary and secondary research with a general understanding of research methodologies and integrity.
• Ability to conduct multiple engagements in parallel using project management methods, with strong prioritization and time management skills.
• Experience interacting directly with clients and business partners on a technical, executive and management level.
• Ability and means to travel for both clients and events, domestically and abroad.
• Excellent interpersonal skills, including communication, negotiation, meeting facilitation, cross-functional collaboration and presentation. Language skills in Spanish and English.

Preferred technical and professional experience

• A mastery of modern digital design processes, including knowledge of DevOps, AIOps and agile methodology; as well as IBM Software solutions, including Turbonomic, Instana, Apptio and others.
• Good knowledge of the IBM product portfolio, including strategic topics such as security and cryptography, Data and AI, Sustainability and Carbon Footprint, IBM Z application modernization pathways and key developments in the larger IT market.
• Good knowledge of competitive tactics of major hyperscalers, such as Google, Amazon, and Microsoft.
• Good insights into ISV solutions for Linux on Z, such as Oracle DB, Temenos and Finacle; and Open-Source solutions, such as PostgreSQL and MongoDB.