IBM Technical Solution Manager X 3 - Netherlands

IBM Technical Solution Manager X3 - Netherlands, IBM Technical Solution Manager X3 - Netherlands

Roles
- Negotiate technical solution/cost driver buy-in across engagement team;
- Ensure the proposal can demonstrate Business Value.
- Participate in presentation of technical solution to client;
- Gain client's confidence in IBM's technical & delivery capability.
- Gain client's confidence in that the technical solution meets the customer's business requirements
- Ensure the solution proposed is supportable by delivery and agreed with them.
- Compliance to the prevailing delivery assurance and review process"

Competenties:
"Understanding ABNAMRO Business & Financial Industry
- Understanding of the ABNAMRO's marketplace and the issues they face
- Understand the business needs of the ABNAMRO and how to link this to IBM solutions
- Ability to talk in the ABNAMRO's language
- Express the solution in terms of a Value Proposition in the business language of the customer and directly targeted to meet the ABNAMRO's business needs
- Show a thorough detailed generic understanding of business operation and issues

Working with the Customer
- Ability to build rapport with customer at a senior level as well with external consultants who are engaged by, and represent, the client
- Strong customer management skills
- Skills in developing rapport and credibility with customers
- Understanding of partnership
- Influences client satisfaction with IBM
- Can work effectively at peer level within the ABNAMRO Business Environment
- Can operate at management level across all aspects of the ABNAMRO's business

Selling the Solution
- Strong negotiation skills
- Excellent communication skills
- Ability to demonstrate the benefits of the solution to the customer's business

Technical Solution
- Full understanding and working knowledge of costing tools
- Full understanding and knowledge of the IBM approach, products and services
- Awareness of the technical issues
- Knowledge of the technical subject matter across all disciplines
- Ability to translate IBM's technical capabilities into the Business value proposition for the customer

Cost & Pricing
- Understand the financial and contractual aspects of the deal
- Understand the implications of alternate pricing methods and payment schemes. In particular understand the implications on the margins in our business
- Understand the limited relevance of costing to the customer - but its vital importance to IBM

Working within the IT marketplace
- Understand all of IBM's capabilities
- Understand End User and Office Automation market capabilities
- Understand Microsoft Software capabilities
- Understand IBM SO offerings and capabilities
- Understand the IT outsourcing marketplace, including what our competitors are doing
- Understand the nature of outsourcing to make effective decisions on an engagements
- Demonstrable skills in Financial sector, Preffered banking industry
- Demonstrable skills at Outsourcing Customers
- Demonstrable skills in translating Customer requirements towards deliverable solutions