Consulting Technical Solutions Manager
Consulting Technical Solutions Manager is a client facing Job Role. Technical Solution Managers are expected to spend 40-70% of their time in face-to-face discussions with IBM clients. They are responsible for the development and sales of IBM Strategic Outsourcing solutions directly to clients. They lead multinational, multiple discipline teams of subject-matter experts, using a combination of IBM standard and custom solutions and they orchestrate the development of complex, multiple year, custom solutions and associated cost cases, all with the goal to ensure consistent delivery of high quality services and/or solutions which meet client business and technical requirements and fulfil IBM's obligations. Their leadership provides the foundation of the IBM solution that influences our sales teams, human resources, C&N and delivery strategies for the engagement. TSMs own the definition of the services solutions, are accountable for the overall success of the engagement and are the primary source of IBM Global Services engagement management and solution design around the world and across all product and technical disciplines.
Technical Solution Managers lead the integrated engagement pursuit team of multi-tower, cross line of business and international subject matter experts to deliver an integrated solution. They establish directions that are the foundation of the integrated solutions design and they own the definition of the integrated technical solution. TSM's use accepted methods to manage the team and collaborate with clients and IBM internal resources or they create new methods where none exist, while developing complex, competitive, winning, integrated, solutions which they sell directly to the client.
As a TSM, uses the sales process with sales, organizational, business and professional skills; demonstrates knowledge of the client's industry, and business and financial environment, and discerns the business issues and drivers that concern the client on moderately complex client engagements; demonstrates thorough knowledge and understanding of the selected business solutions, the IBM capabilities that surround the solutions and how they can bring value and innovation to our client's business issues; demonstrates and maintains relationships with IBM Partners, executives and sales colleagues. Can understand and assess client business value.
Can hold discussions with C-level and line-of-business executives, and is a proficient consultative technical leader in his area of technical expertise on significantly complex client engagements.
Understands the competition and third party consultants - - the companies, their products/services, strategies, and directions, and effectively differentiates IBM offerings and solutions from alternatives, and IBM from competitors. Creates client preference with existing and new IBM clients - - for the IBM company and IBM offerings - - using differentiation as a basis, leveraging innovation in particular.
As a leader, orchestrates complex technical teams, usually composed of Sellers, IT Specialists, IT Architects, IBM Business Partners, etc., in a matrixed/cross- functional environment, to design Strategic Outsourcing solutions to meet the most demanding client requirements through technical expertise leadership, developing mutual trust, integrity and positive regard.
Makes timely decisions by balancing the need for action with the need for a fact-based perspective that optimizes use of data, intuition and expertise.
Maintains and applies knowledge of, and develops Strategic Outsourcing technical and cost case development methodologies and techniques in multiple areas of technical expertise, along with the use and development of appropriate tools. Demonstrates required proficiency levels for technical and financial skills and may implement new ones.
Demonstrates excellent oral and written communication with colleagues, other professionals, and IBM and client management.
Exhibits teamwork at the highest levels of IBM and customer management in developing and selling total Strategic Outsourcing solutions. Plans and participates in complex negotiations, reaching lasting agreements and commitments with team members, customers, or consultants. The Consulting TSM participates in technical negotiations with customer management, external consultants and IBM management on Strategic Outsourcing opportunities.
Based on knowledge of future trends anticipates, creates and defines innovative and visionary solutions for leading edge or critical client business requirements. Solutions address the most strategic requirements of the client. Uses creative break through thinking in dealing with complex situations and engagements.
Aware of direction of future discipline offerings and the IT industry, and assesses opportunities, impacts, and risks of the new offerings on current and new clients. Resolves and represents complex/difficult technical issues and client requirements to executives throughout IBM.
Assigned to Strategic Outsourcing opportunities of high visibility, competitive, leading edge, and difficult; or to develop strategic new relationships or business opportunities. Assigned opportunities have high executive visibility and review. Continues to create and promote cross-boundary collaboration to make good business decisions for IBM and its clients, regardless of formal authority.
Leads IBM GTS geography, or international technical teams including client relationship professionals, IT Specialists, IT Architects, and others, to design complex Strategic Outsourcing solutions to meet the most demanding client requirements through technical expertise leadership, developing mutual trust, integrity and positive regard.
Is responsible for managing and directing all aspects of the technical engagement team's performance, deliverables, schedules and consolidated technical solution and cost case. Anticipates and can remove obstacles that interfere with individual and business performance and growth. Finds complex and challenging situations energizing and can get others enthused and focused on the core issues in complex situations.
Is energized by business transformation and the profession. Mentors new and less experienced TSMs and other professionals, contributes intellectual capital to the engagement process and IBM vision, mission and strategy, and technical expertise development and contributes to technical education.
Impact on Business/Scope:
Develops and sells technical solutions which commit the IBM Company to long term contracts. Directly impacts client satisfaction and perception of IBM's solution capabilities. Heavily influences current and future marketing, human resource, contract, delivery strategies and profitability.
Responsible for committing, and managing, multiple resources in solutions for internal and external services, labor, assets, hardware, and software products to achieve client satisfaction, cost, expense, revenue, profit and other business measurements of critical importance at the business unit level.
Responsible for quality output and value add for highly visible offerings across multiple areas of technical expertise, and for future offering development.
Required Technical and Professional Expertise
Preferred Tech and Prof Experience
IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
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