Job Summary
The Pre-Sales Consultant is responsible for providing technical consultancy and solution design for Automation, Hybrid Cloud, Security, Data Analytics, and AI solutions. This role partners closely with the Sales team, Product Managers, Vendors, Channel Partners, and Customers to identify business and technical requirements, propose suitable solutions, conduct technical demonstrations and Proof of Concepts (POCs), and support the complete pre-sales lifecycle.
The ideal candidate should possess strong knowledge of automation, hybrid cloud, security, analytics, and artificial intelligence technologies, with the ability to translate customer requirements into practical technical solutions and measurable business outcomes.
Key Responsibilities:
Technical Solution Consulting
- Engage with customers and partners to understand business and technical requirements.
- Recommend, design, and architect Automation, Hybrid Cloud, Security, and Data Analytics solutions.
- Develop High-Level Designs (HLD), solution architectures, sizing recommendations, BOMs, and technical proposals.
- Design and articulate the technical and business value proposition of proposed solutions.
- Provide trusted-advisor guidance to customers on digital transformation, cloud modernization, automation, security, and AI initiatives.
Sales Support
- Actively participate throughout the pre-sales lifecycle.
- Support Account Managers in qualifying sales opportunities and building technical strategies.
- Respond to customer technical enquiries and provide solution consultation.
- Prepare and respond to RFI, RFQ, and RFP documents.
- Attend tender briefings, clarification sessions, and technical discussions.
Customer Engagement
- Conduct customer presentations, workshops, seminars, and technical briefings.
- Deliver product demonstrations tailored to customer requirements.
- Lead technical evaluations, Proof of Concepts (POCs), and technical validation exercises.
- Utilize IBM Technology Zone and demonstration environments to showcase IBM solutions.
- Position the company's solutions effectively against competitors and alternative technologies.
Product & Technical Enablement
- Stay up to date with the latest Automation, Hybrid Cloud, Security, Analytics, and AI technologies.
- Conduct internal and partner technical enablement sessions.
- Drive technical competency development and certification readiness programs.
- Provide product updates and technical coaching to sales teams and channel partners.
- Support partner onboarding and IBM competency development initiatives.
Solution Development
- Support solution validation and architecture reviews.
- Collaborate with IBM, vendors, partners, and internal stakeholders to develop competitive solutions.
- Assist in developing solution roadmaps aligned to customer digital transformation objectives.
- Participate in customer engagements, events, technology roadshows, and business development initiatives.
Requirements:
Education
- Bachelor's Degree in Computer Science, Information Technology, Engineering, Data Science, or a related discipline.
Experience
- Minimum 3 years of experience in Presales Engineering, Solution Consulting, Solution Architecture, Infrastructure, Hybrid Cloud, Security, Automation, Data Management, or Analytics solutions.
- Experience supporting channel partners, system integrators, enterprise customers, or public sector organizations is preferred.
- Experience in proposal development, RFQ, RFP, or tender environments will be an added advantage.
- Experience in a distributor, vendor, or technology consulting environment is advantageous.
Technical Knowledge
Automation & AIOps
- IBM Instana
- IBM Turbonomic
- IBM Apptio
- IBM Cloud Pak for Automation
- IT Process Automation
- Application Modernization
- Observability & AIOps Concepts
Hybrid Cloud & Container Platforms
- Red Hat OpenShift
- Kubernetes
- Containers
- IBM Fusion
- IBM Cloud
- Hybrid Cloud Architecture
- Cloud Native Applications
- Application Integration & Modernization
Data, Analytics & Artificial Intelligence
- IBM watsonx.ai
- IBM watsonx.data
- IBM DataStage
- IBM Db2
- IBM Cognos Analytics
- Data Integration & Governance
- Artificial Intelligence & Generative AI Solutions
- Security
- IBM Verify
- IBM Guardium
- Identity & Access Management (IAM)
- Data Security
- Identity Governance
- Data Protection & Compliance Solutions
Skills
- Excellent presentation and communication skills.
- Strong solution design and architecture capabilities.
- Ability to conduct customer demonstrations, workshops, and Proof of Concepts (POCs).
- Strong consultative-selling and solution positioning skills.
- Strong analytical and problem-solving capabilities.
- Excellent stakeholder engagement and relationship management skills
- Ability to manage multiple opportunities, timelines, and priorities effectively.
- Fast learner with the ability to adapt to emerging technologies and market trends.
Preferred Certifications
- IBM Professional Certifications
- IBM watsonx Certifications
- IBM Security Certifications
- Red Hat Certifications
- OpenShift Certifications
- Microsoft Azure Certifications
- AWS Certifications
- Kubernetes Certifications
- Data Analytics & AI Certifications
