**Introduction** A Customer Success Manager Architect (CSM) career in IBM means a career where you're helping clients fully realise the value of their existing IBM products, whilst growing their adoption of next-generation technologies from across IBM's wider portfolio. It means being a trusted strategic advisor to some of the world's most transformational enterprises and culturally influential brands, as they rely on your expertise and our technology to solve some of their hardest problems. Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you'll be surrounded by bright minds and keen co-creators - always willing to help and be helped - as you apply passion to work that will have a positive impact to the world around us. **Your role and responsibilities** A Customer Success Manager opportunity in IBM might be different to what you're used to. In addition to the people and commercial skills often associated with this position, an IBM CSM is also an Architect. Someone with a deep understanding of technical complexities. A person who can quickly understand clients' hard-to-understand technology issue and communicate them back in an easy-to-understand way. With deep roots in a hands-on technological background, and through different communication techniques, you'll be able to showcase IBM solutions. Using excellent communication, you'll articulate their compatibilities with a client's stack via use-case identification, solution architecture design, and MVP builds. With technical expertise and a consultative style, you'll quickly build credibility as a trusted advisor at all levels. To drive expansion and renewal growth, you'll guide IT executives through the changes needed to realise the full value of expanding their adoption of IBM's products. Your primary responsibilities will include: * Understanding Client's Challenges and Building Trust: Understand clients' primary challenges and establish yourself as a trusted technical expert for their migration, deployment, and adoption of Hybrid Cloud and AI Growth offerings. * Facilitating Use Case Exploration and Business Framing: Lead use case exploration and business framing workshops, develop client value realization models. * Leading Persuasive Technical Conversations: Lead technical discussions that persuade clients to act based on their requirements and the value provided by IBM's solutions. * Creating Post-Deployment Customer Success Plans: Develop post-deployment customer success plans aimed at continually increasing post-launch, active user adoption of IBM's products. **Required technical and professional expertise** * Proven Technical Expertise in Complex Technology Sales: Demonstrated technical skills through academic projects, internships, or extracurricular activities that involved complex technology solutions. For example, successfully completing a capstone project that involved designing and implementing a technology solution. * Hands-On Experience in Technology Domains: Hands-On Experience in Technology Domains: Academic or internship experience in one of the following areas: Cloud, Data and AI, Automation, Integration, or Security. This could include coursework, research projects, or internships where you gained practical experience in these domains, enabling you to build credible trust with potential client stakeholders. * Proficiency in Agile Practices: Experience with agile methodologies through academic projects, internships, or extracurricular activities. This could include using agile practices to manage project timelines, collaborate with team members, and deliver successful outcomes in a timely manner. * Effective Communication and Relationship Building: Demonstrated ability to communicate effectively with a variety of audiences, from peers to professors or industry professionals. This could include presenting project findings, participating in group projects, or networking at career fairs and industry events. * Self-Motivation and Problem-Solving Aptitude: A natural inclination toward self-motivation and initiative, as shown through academic achievements, extracurricular activities, or personal projects. Ability to navigate data and collaborate with others to find answers and present solutions, as demonstrated through coursework, research, or internships. **Preferred technical and professional experience** * Broad Technology Solution Expertise: Proven experience working with a diverse range of technology solutions, including Cloud, Data & AI, and more (training in IBM's products will be provided). * Sales Experience in Software and Cloud: Demonstrated experience in software and Cloud sales, encompassing software, SaaS, IaaS, PaaS, and Cloud solutions. Additional Requirements: * You will have completed your tertiary studies by March 2025 OR have graduated from an Australian or New Zealand University no earlier than 2023. * You are an Australian or New Zealand Citizen/Permanent Resident. * You studied a technical degree i.e., Computer Science, Engineering, Information Systems, or an equivalent subject. * You will have excellent communication and presentation skills that are equally engaging, compelling, and influential.