Introduction

As a Leader in Customer Success in IBM you'll apply your strong foundation of Security technology expertise to hire and cultivate high performing teams made up of diverse, exceptional talent.

A true change-agent, you'll continually develop teams who get IBM's products and services adopted, to continually meet your customers' business goals.

Combining c-suite gravitas with developer-level approachability, you'll lead your teams as they co-create with clients to fully realise the value of their existing IBM products, whilst expanding their adoption of next-gen solutions from across IBM's wider portfolio.

Excellent onboarding training will set you up for positive impact and success, whilst ongoing development will continue to advance your career. Our sales environment is fast-paced and supportive. Always connected to a wider team, you'll be surrounded by other leaders and colleagues. People who are always willing to help and be helped as you scale your territory, with and through your team, as they compel clients to continually invest in IBM's people, products, and services.

Your Role and Responsibilities

The Customer Success mission is to drive adoption, expansion, and retention of IBM technology to ensure that our customers achieve their intended business outcomes from our software and solutions. A natural at inspiring and motivating others, you'll support the mission of accelerating customer time-to-value of IBM software and developing 'trusted-advisor' relationships with the clients by building and growing a strong team of security customer success managers across the EMEA region. We're passionate about success. If this role is right for you, then your achievements will mean that your career is flourishing, your team is succeeding, and our clients are thriving. To help ensure this win-win outcome, a 'day-in-the life' of this opportunity may also include, but not be limited to:

• Increasing the rate and pace of enterprise contract adoption and software deployment.

• Ensuring visibility for regional senior leadership to key deployment achievement and deployment pipeline metrics.

• Increasing deployment opportunity pipeline and projects through customer business development workshops.

• Working with a diverse range of teams including sales, technical sales, services, and channel teams to help boost deployment pipeline.

• Providing focal point to market/region team for the coordination of all deployment reporting activity and inquiries related to security software.

• Launching, delivering and monitoring special programs/plays, as needed, to improve deployment pipeline and reduce deployment risk where identified.

• Supporting contract renewal efforts through content validation and demand generation.

• Developing skills of security customer success managers across the region through specialty workshops/training, communities of practice and other similar activities.

Required Technical and Professional Expertise

• 10+ years of experience with IT / software adoption and program management.

• 6+ years of experience in selling software / software as a service, experience with IBM Software is preferred.

• 6+ years of international management experience across Europe and ideally Middle East and Africa.

• 5+ years of experience in Consulting/Consultative selling.

• 4+ years of experience in complex enterprise software contracting.

• Solid management experience in managing cross-functional teams across multiple geographies.

• Business acumen, capable influencer with proven ability to build and maintain strong internal and customer relationships at all levels and ability to proactively collaborate and problem solve.

• Experience with Gainsight or similar Customer Success toolset.

• Experience with US technology corporations is a plus (e.g. AWS, IBM, Microsoft Azure)

• Fluent written and spoken English. Additional language spoken and/or written preferred.

Preferred Technical and Professional Expertise

• 15 years of experience with IT / software adoption and program management.

• 10 years of experience in selling software / software as a service, experience with IBM Software is preferred.

• 10 years of international management experience across Europe and ideally Middle East and Africa.

• 10 years of experience in Consulting/Consultative selling.

• 8 years of experience in complex enterprise software contracting.

• Fluent written and spoken German.

About Business UnitIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

Your Life @ IBMIn a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

About IBMIBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

Location StatementIBM wants you to bring your whole self to work and for you this might mean the ability to work flexibly. If you are interested in a flexible working pattern, please talk to our recruitment team to find out if this is possible in the current working environment.

Being You @ IBMIBM 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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.