Technical Solution Manager
IBM
- Mumbai, Maharashtra
- Permanent
- Full-time
Client Technical Specialists (CTP) are the technical experts and advisors to clients, IBM sales teams and/or IBM Business Partners. As a CTP you understand the client's business requirements, technical requirements and/or competitive landscape. You apply your business insights, build and maintain client relationships, incorporate hardware, software and services into client-valued solutions and ensure client readiness for the implementation of technical solutions. This is an opportunity to shape the future for both IBM and its clients. Start your journey now!Your Role and Responsibilities
A TSM is responsible for the solution design and costing of maintenance solutions on hardware (HW) and related software (SW) for TLS multi-vendor services (MVS).
The TSM uses non-IBM (multi-vendor) offerings and capabilities, including services provided by partners and sub-contractors, to meet client business requirements for Technology Lifecycle Services.
The output typically consists of a costing, prices and solution documents used by our TLS sales organization in proposal documents and includes the follow-on activity of producing a contract, working closely with the Delivery teams and Quote to Cash (Q2C) to enable implementation of the services offered.
The TSM is also responsible for managing the costs and capabilities of established offerings that Pricers use to aggregate the solution and prices.
The TSM works closely with the Opportunity Owner and Sales to both help qualify the opportunity and to provide advise and guidance on how to tailor the bid.
The TSM interacts closely and maintains good relationship with Offering, Delivery & external Sub-Contractors to build winning solutions.
The TSM ensures a cost effective, often multi-year custom solution and associated pricing that is provided to the customer.
He or she uses a variety of tools, information bases and maintains relationship with suppliers and subcontractors to gather prices, costs & capability information.
He or she is accountable to create a cost and price calculation for the solution, to understand bids and update documents, to request approvals above delegation level, to ensure bid closure and hand-over to contract implementation.
The TSM will:
- Act as subject matter expert (SME) and as technical & architectural focal point for mainly multi-vendor (non-IBM product) TLS special bid offering (SBO) requests.
- Ensure cost calculations are accurate and up to date, maintaining corresponding repositories.
- Advise and support Sellers during solution design phase and is an active member of the opportunity engagement team.
- Interface with Offering Managers, Delivery Managers and Specialists, 3rd party vendors & support providers on their respective capabilities.
- Will be accountable, partly depending on the complexity of the bid, for the overall success of the solution design engagement, its time-to-market and client satisfaction.
- The day-to-day activities of a TSM include extensive written and verbal communication and collaboration with other IBM functions such as Sales, Procurement, Delivery, Operations Organizations, Customer Fulfillment/ Quote to Cash (Q2C) and Alliance OEMs as well as external partners and support providers.
- Good knowledge and understanding of maintenance processes and procedures, systems, inventory data, organization and goals.
- Drive to achieve, ability to take ownership and set priorities.
- Strong ability to think horizontally and collaboratively to influence his/her environment.
- Excellent verbal and written communication skills in local language and English. Additional language preferred also.
- Excellent interpersonal, intercultural and analytical skills.
- Highly numerate and accurate.
- Apply strongly costing and pricing rules.
- Advanced MS Excel knowledge.
- The TSM is capable to interpret the OEM inventory into networking, storage, and server features to develop an MVS maintenance costing and pricing solution. Create a solution based on non-standard client request.
- Minimum 5 year experience in technical support position (with methodology and processes component), ideally in a maintenance sales or Selivery organization, or experience in a related organization.
- Experience in orchestrating the development of solutions.
- Experience in negotiating with suppliers.