Purpose of the Role
You help partners and customers understand and select IBM Software solutions.
You translate business and technical requirements into a working solution, demonstrate this through demos and Proof of Concepts, and support Sales in closing deals.
Key Responsibilities
Discovery & scoping
Understand customer requirements, define the use case, and identify constraints and risks.Solution design
Design the solution, select components, and define the high‑level architecture and approach.Demos & Proof of Concepts
Deliver technical demonstrations (remote or onsite) and guide Proof of Concepts from setup to outcome.Sales support
Provide technical input for proposals and quotes and support complex sales cycles.Partner enablement
Help partners grow their technical capabilities through workshops, sessions, and knowledge sharing.Internal collaboration
Work closely with Sales, Business Development, quoting, and vendor teams to accelerate opportunities.SaaS & subscription positioning (where applicable)
Support renewals and proposals with SaaS and subscription offerings as the default approach.
Deliverables
Solution proposals (high‑level design and technical rationale)
Demo and PoC plans, execution, and recommendations
Technical contributions to proposals and quotes
Partner enablement sessions and workshops (content and delivery)
Stakeholders
Sales / Business Development Managers
IBM technical and enablement teams
Partners (resellers, MSPs, ISVs) and end customers (IT, architects, security, operations)
Knowledge & Skills (Hard Skills)
Must‑have
Experience in pre‑sales: discovery → solution design → demo/PoC → proposal
Strong ability to explain complex topics in a clear way
Confident technical presentation skills
Fluency in Dutch
Nice‑to‑have (depending on portfolio focus)
IBM Automation (e.g. integration, workflow, observability)
Data & AI platforms
Security, identity, governance
Hybrid cloud and container platforms
Behavioural Competencies (Soft Skills)
Customer‑focused and analytical mindset
Ownership and accountability for demos and PoCs
Strong collaboration with partners, IBM, and Sales
Clear communication, even under time pressure
KPIs / Success Metrics (examples)
Number of demos and PoCs delivered and conversion to opportunities
Contribution to deal win‑rate
Partner enablement impact (sessions delivered, attendance, feedback)
Speed and quality of technical support in the sales cycle
Do you see yourself as our future colleague? If yes, please submit your application.
#LI-KZ1 #LI-HYBRID
Location:NL-Houten, Netherlands (Kromme Schaft)Time Type:Full timeJob Category:SalesSkills Required
- Experience in pre-sales: discovery, solution design, demo/PoC, and proposal
- Ability to explain complex technical topics clearly
- Confident technical presentation skills
- Fluency in Dutch
- Experience with IBM Automation (integration, workflow, observability)
- Familiarity with Data & AI platforms
- Knowledge of security, identity, and governance topics
- Experience with hybrid cloud and container platforms
Arrow Electronics, Inc. Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Arrow Electronics, Inc. and has not been reviewed or approved by Arrow Electronics, Inc..
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Affordable Benefits — Medical coverage includes multiple options with income-tiered employer contributions that substantially reduce costs for lower-wage employees (the base plan was heavily subsidized for earners under $55,000). These affordability measures, alongside EAP and telemedicine, help the overall package offset middling base pay in some roles.
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Parental & Family Support — New parents receive fully paid leave (six weeks at 100% pay in prior materials, with more recent reporting of up to 12 weeks fully paid for the delivering parent in the U.S.). Backup dependent care and related family supports are also provided.
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Leave & Time Off Breadth — Many salaried roles have unlimited PTO, while hourly staff receive competitive accrual-based PTO, with added flexibility from floating holidays and observance of MLK Day. These options indicate a broad time-off framework across employee groups.
Arrow Electronics, Inc. Insights
What We Do
A Fortune 500 company, ranked #133 in 2024, with over 22,000 employees worldwide, Arrow guides innovation forward for over 220,000 leading technology manufacturers and service providers. With 2023 sales of $33 billion, Arrow develops technology solutions that improve business and daily life. Arrow.com is the easiest place for innovators to create, make and manage technology.
Why Work With Us
Arrow is much more than products and services. We are a team of many backgrounds in a global ecosystem, working toward one common goal: to help customers create a better tomorrow, where innovation improves the quality of life and the benefits of technology are more accessible to all. Join us in building a better tomorrow for many!
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