IBM Presales Consultant (m/w/d)

Arrow’s Enterprise Computing Solutions (ECS) business is a global technology enablement company that brings innovative IT solutions to the market to solve complex business challenges. We deliver value-added distribution, business consulting, and channel enablement services to the world’s leading technology manufacturers and their channel partners that serve commercial and government markets. 

About the role

The IBM Presales Consultant provides technical expertise and solution design support to reseller partners and customers. The role is responsible for articulating the business and technical value of IBM solutions, supporting opportunities throughout the sales cycle, and enabling partner success through technical guidance and demonstrations.

What you will be doing at Arrow

Technical Sales Support

• Serve as a trusted technical advisor to partners and customers throughout the sales cycle.

• Support channel partners with solution architecture and technical design.

• Engage with customers to understand business challenges and technical requirements.

• Deliver technical presentations, workshops, and proof of concepts.

• Assist partners in responding to RFPs, RFIs, and tenders.

Solution Design

• Design end-to-end IBM solutions aligned to customer outcomes.

• Develop high-level and detailed solution architectures.

• Validate solution sizing, licensing, and implementation approaches.

• Ensure proposed solutions are technically viable and commercially competitive.

Enablement

• Deliver technical training sessions to reseller partners.

• Build repeatable solution frameworks and best practices.

• Support certification and accreditation programs.

Vendor Collaboration

• Act as the technical interface between IBM and channel partners.

• Escalate technical issues and engage IBM specialists where required.

• Stay current on IBM product roadmaps and emerging technologies.

Demonstrations & Proof of Concepts

• Build and maintain demonstration environments.

• Lead customer workshops and technical discovery sessions.

• Deliver compelling product demonstrations focused on business outcomes.

What are we looking for

Essential

• Strong technical knowledge of IBM solutions.

• Experience in presales, solution architecture, or technical consulting.

• Understanding of hybrid cloud, automation, data, AI, infrastructure, or cybersecurity technologies.

• Strong presentation and communication skills.

• Native-level German and fluent English skills, both written and spoken.

• Ability to translate technical concepts into business value.

• Willingness to travel within the assigned territory to support partner and customer engagements.

Desirable

• IBM certifications.

• Experience with Red Hat technologies.

• Experience supporting channel partners.

What is in it for You? 

• Flexible working hours

• Hybrid working model / Home Office options

• Capital-forming benefits

• Employer contribution to company pension plan

• 30 days of annual leave

• Subsidized corporate fitness program (Wellpass)

• Bike leasing program

• Employee discount and benefit programs

• Occupational health services

• Open and collaborative company culture

• Modern and dynamic work environment

• Secure and trusting employment relationship

• Supportive team with flat hierarchies and short communication channels

• Attractive performance-based compensation package (base salary plus bonus)

Interested?

If you are interested in joining the Arrow ECS team, we look forward to receiving your application, including your salary expectations and earliest possible start date.

We offer a responsible and exciting role within a collaborative environment, providing numerous opportunities for both professional and personal development.

Arrow is an equal opportunity employer and is committed to creating an inclusive and diverse working environment by providing equal employment opportunities for all qualified persons. 

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