Client Representative – Infrastructure Modernization (w/m/x)


, Bielefeld

, Böblingen

, Chemnitz

, Dresden

, Düsseldorf




At IBM, work is more than a job – it’s a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you’ve never thought possible. Are you ready to lead in this new era of technology and solve some of the world’s most challenging problems? If so, lets talk.

Your Role and Responsibilities

We are seeking a Client Representative with deep insights of Infrastructure services solutions.

The Client Representative is responsible for the total client relationship with multi clients or competitive prospects, including traditional large accounts, OEMs, alliance partners, business partners, distributors and end-users.

Activities in Scope:

  • Respond to complex RFP‘s
  • Work with CSE and/or CPE where Infrastructure modernization is part of the opportunity
  • Adhere the Infrastructure process and pricing guidelines
  • Inspire customers to solve difficult problems with ambitious and novel solutions
  • Craft the strategy to transform the customers and identify key customer technical objections

The Client Representative recommends migration strategies, enterprise architectures, migration tools, and cloud infrastructure required to successfully implement a complete solution using best practices.

Builds relationships with senior client executives, earning a reputation as one of the client’s trusted business advisors. Demonstrates a high level of business acumen and applies a thorough understanding of the client’s business, organization, strategy and financial position. Is skilled in consultative selling, with a deep understanding of the client’s needs and capabilities. Understands and navigates the team to identify, acquire and coordinate a team of critical resources needed to address client needs; leads the cross-functional team to develop the best solution for the client. Demonstrates the highest proficiency and deep understanding in the application of offerings for the assigned brand and promotes specific brand solutions to address the client’s business needs. The Brand Client Representative’s deep skills are in understanding brand opportunities and solutions in the client’s industry and business. Maintains a thorough understanding of the client’s industry, including industry trends, industry financial measurements and key client competitors in their industry. Identifies and prioritizes solution opportunities and provides solutions by aligning the own brand strategies with the client’s most important business needs, and their industry and business strategy.

Required Technical and Professional Expertise

We expect the Solution Sales Expert to use the full capabilities of the corporation to create, articulate, and sell the buying vision based on an innovative and compelling value proposition, so that our clients clearly realize the financial benefits and transformational value to their business.

Years of experience: >3 Years


  • Deep knowledge of Infrastructure, Cloud, Modernization, Transformation, IS and Sales
  • Personality to present and represent Infrastructure modernization
  • Various cloud paradigms and architectures; public/private, Hybrid, Multi-cloud, insourcing and outsourcing
  • Infrastructure (network connectivity and security) and operations (Hybrid / Multi-cloud management)
  • Multi-year experience and cooperation with Hyperscalers in the Cloud environment
  • Background in IT service Mgmt., IT sourcing, IT strategy
  • Industry knowledge in one or more industries preferred
  • Understanding of relations between business and IT
  • Proven track record of establishing C-Level relationships
  • Experience in the adoption of Cloud-Services within different organisations
  • Excellent written and verbal communication (German and English fluent)

Professional knowledge related to incumbent’s function/business unit and its processes.

Advise other professionals. Effectively utilize group dynamics. Negotiate to define approaches and goals.

Problem Solving:
Recognize complex problems related to functional objectives. Analyze situations and implement solutions, or develop new system elements, procedures or processes. Creativity and judgment applied to developmental work on different projects within the business environment.

Provides ongoing technical /operational guidance to lead professional work teams, conducts special projects, or manages department(s) (national or international). Understand department/ functional mission and vision. Defines and decides objectives within specified business concept or project and may have responsibility for tools and assigned resources. Utilizes expertise to directly influence people outside department or function. Sometimes no precedent exists.

Impact on Business/Scope:
Accountable for department results and for activities and/or projects involving multi-functional teams. Regularly participates in overall functional program planning. Activities are subject to business measurements, impact customer satisfaction, and impact project costs or expenses.

About Business Unit

This position currently sits within Global Technology Services (GTS) Infrastructure Services (IS) or a shared services function supporting GTS.

As announced in October 2020, IBM intends that its managed infrastructure services business of the GTS organization will become an independent company named Kyndryl by the end of 2021, creating two distinct and powerful market-leading companies.

Together, we will advance the vital systems that power the digital economy. Serving over 4,600 technology-intensive, highly regulated customers, including over 75% of the Fortune 100, our people will design, run, and manage the most modern and reliable technology infrastructure that the world depends on today.

We will work flexibly and in partnership with our customers to amplify business outcomes while always pushing ourselves to improve and meet all opportunities. Come join our team of diverse, devoted, and empathetic technology experts who are at the center of discovering what’s next.

Please note: The final decision if this position will transition from IBM to Kyndryl is yet to be confirmed.

Your Life @ IBM

What matters to you when you’re looking for your next career challenge?

Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

Impact. Inclusion. Infinite Experiences. Do your best work ever.

About IBM

IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.

Location Statement

IBM 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 @ IBM

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, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

Key Job Details

  • Country/Region:DE
  • State:MULTIPLE
  • City:Multiple Cities
  • Category:Sales
  • Required Education:Bachelor's Degree
  • Position Type:Professional
  • Employment Type:Full-Time
  • Contract Type:Regular
  • Company:(Y026) IBM Ocean Deutschland GmbH
  • Req ID:398001BR
  • Travel Required:Up to 50% or 3 days a week (home on weekends – based on project requirements)
System Engineering / Admin
IBM Deutschland GmbH
IBM Deutschland GmbH
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