IBM · 1 week ago
Mainframe Modernization Sales Consultant
Plano, TX
Full-time
Hybrid
Senior Level, Lead/Staff
10+ years expIBM is a global leader in technology and consulting, and they are seeking a Mainframe Modernization Sales Consultant to drive modernization opportunities. The role involves providing expertise, establishing client relationships, and executing sales campaigns to enhance clients' competitiveness and improve business operations.
Business DevelopmentBusiness Information SystemsCRMData ManagementFoundational AISoftware
Responsibilities
Providing subject matter expertise working with Consulting Partners and Practice Leaders towards identifying and progressing Mainframe Modernization opportunities
Creating pipeline via campaigns: defining, developing, executing and articulating business outcomes from campaigns targeted at Mainframe Modernization prospects
Understanding typical industry business processes and architectures
Establishing deep client relationships
Communicating effectively with technical and business audiences
Consultative selling with clients and sales teams to identify, qualify, define approach, and craft services solutions for Mainframe Modernization opportunities
Develop material using appropriate frameworks and models
Facilitate and support modernization discovery and solutioning workshops
Understand client’s business objectives, challenges and current state
Create a vision of the future state and outline implementation approach
Define compelling business propositions for proposals and presentations
Highlight benefit, value creation, key risks and mitigation strategies
Identify and discuss issues with the client
Work with the client and IBM teams to develop solutions
Provide modernization solutions that increase clients’ competitiveness, improve business operations, drive largest business benefit, and improve customer experience
Establishing credibility with clients and IBM team members based on Mainframe Modernization expertise
Effectively applying Mainframe Modernization techniques, patterns and tools
Identifying opportunities and increasing pipeline
Defining and executing sales campaigns for targeted accounts
Participating in pre-sales activities to gain client mind share
Assessing current client requirements and solutioning competitive offering
Developing and presenting business cases and proposals
Qualification
Required
Providing subject matter expertise working with Consulting Partners and Practice Leaders towards identifying and progressing Mainframe Modernization opportunities
Creating pipeline via campaigns: defining, developing, executing and articulating business outcomes from campaigns targeted at Mainframe Modernization prospects
Understanding typical industry business processes and architectures
Establishing deep client relationships
Communicating effectively with technical and business audiences
Consultative selling with clients and sales teams to identify, qualify, define approach, and craft services solutions for Mainframe Modernization opportunities
Develop material using appropriate frameworks and models
Facilitate and support modernization discovery and solutioning workshops
Understand client's business objectives, challenges and current state
Create a vision of the future state and outline implementation approach
Define compelling business propositions for proposals and presentations
Highlight benefit, value creation, key risks and mitigation strategies
Identify and discuss issues with the client
Work with the client and IBM teams to develop solutions
Provide modernization solutions that increase clients' competitiveness, improve business operations, drive largest business benefit, and improve customer experience
Establishing credibility with clients and IBM team members based on Mainframe Modernization expertise
Effectively applying Mainframe Modernization techniques, patterns and tools
Identifying opportunities and increasing pipeline
Defining and executing sales campaigns for targeted accounts
Participating in pre-sales activities to gain client mind share
Assessing current client requirements and solutioning competitive offering
Developing and presenting business cases and proposals
You are comfortable working in a matrixed organization, teaming and building trusted relationships with other service lines and business units within IBM to close deals
You have skills partnering and building trusted relationship with senior client contacts, including the CxO level
Preferred
At least 10 years of experience in technical sales solutioning role
At least 5 years of experience with North American clients
At least 5 years of experience in application modernization consulting, spanning the spectrum of modernization patterns
Experience assessing client environments for modernization opportunities
Experience developing and presenting impactful sales collateral to clients and internally
At least 5 years of experience developing and refining services offerings
At least 5 years of experience in a solution generating role
At least 5 years of experience working with mainframe and distributed computing technologies including; COBOL, CICS, JCL, IDMS, Natural, C#, Java, and / or .NET
At least 3 years of experience in next gen technologies (e.g. Cloud, Microservices, API)
At least 3 years of experience selling management consulting services
At least 3 years of experience building C level client relationships
At least 3 years of experience facilitating workshops / meetings
Experience in Mainframe Application Development and/or DevOps
Solution or Architecture Certification on AWS, Azure, IBM Cloud or Google Cloud
Company
IBM
IBM is an IT technology and consulting firm providing computer hardware, software, infrastructure, and hosting services.
10001+ employees
H1B Sponsorship
IBM has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (3032)
2024 (3301)
2023 (2160)
2022 (1809)
2021 (1157)
2020 (2669)
Funding
Current Stage
Public CompanyTotal Funding
unknown2011-01-14IPO
Leadership Team
Alain Bénichou
Chief Executive Officer, IBM Greater China Group
Alex Yang
CTO and Chief Architect
Recent News
2026-01-25
2026-01-24
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