Solution Tech Sales Consultant

Role Overview

We are looking for a technical and customer-facing Solution Tech Sales Consultant to join our sales organization. You will partner closely with Account Executives to guide prospective enterprise clients through technical discovery, solution design, product demonstrations, and proof-of-concept (PoC) evaluations. You translate complex technical capabilities into clear business value.

Key Responsibilities

• Discovery & Requirement Analysis: Lead technical discovery calls with prospective clients to uncover operational pain points, infrastructure constraints, and business goals.
• Solution Architecture & Design: Design tailored technical solutions by mapping product features to unique client requirements.
• Demos & Presentations: Deliver compelling, customized product demonstrations, technical briefings, and workshops to diverse stakeholder groups (from IT staff to C-level executives).
• Translating customer requirements: into technically feasible and commercially competitive solutions, including effort estimation, licensing, solution costing, and coordination with delivery teams.
• RFP/RFI Responses: Own the technical and functional sections of Requests for Proou’’’posals (RFPs), security questionnaires, and formal bid packages.
• Sales Collaboration: Partner with Account Executives on deal strategy, objection handling, and pricing/value engineering.
• Handoff to Delivery: Ensure a smooth transition of closed deals to the post-sales implementation and customer success teams.
• Feedback Loop: Relay market trends, product gaps, and competitive intelligence back to Product Management and Engineering.
• Lead Complex Enterprise Sales & Software Solutions with
  • End-to-End Sales Cycles: Lead high-stakes enterprise software sales campaigns from prospecting and proof-of-concept (PoC) stages to closure.
  • Consultative Selling: Engage C-level stakeholders, Enterprise Architects, and CIOs in Qatar’s key sectors (Government, Banking & Financial Services, Oil & Gas, Telco, Healthcare) to position IBM software as an operational game-changer.
  • Services Integration: Bundle IBM/non-IBM software licenses seamlessly with GBM’s implementation and professional consulting to deliver turnkey solutions.
• Channel, Partner, & Ecosystem Collaboration
  • Vendor Collaboration: Leverage IBM/non-IBM joint-selling programs, specialized funding incentives, technical enablement resources, and vendor executive alignment to win competitive bids.
  • Internal Synergy: Work hand-in-hand with GBM pre-sales solution architects, bid management teams, and infrastructure divisions to construct multi-layered enterprise proposals.
  • Ecosystem Networking: Cultivate relationships with system integrators and sub-partners where applicable to expand the reach of IBM/non-IBM software implementations.
• Pipeline Management, Bidding, & Forecasting
  • Accurate Forecasting: Maintain rigorous hygiene in CRM, providing weekly and quarterly accurate forecasts of software pipelines, deal stages, and closure probabilities.
  • Bid Governance: Ensure all proposals involving IBM software adhere to corporate governance, gross margin targets, local regulatory compliance, and contractual risk management.
  • Quota Accountability: Own and exceed annual software license, SaaS subscription, and associated professional/managed services revenue targets.
• Data & AI Skills
  • Design end-to-end Data & AI architecture covering ingestion, Lakehouse, governance, model serving and agent orchestration.
  • Size platforms for on-prem, hybrid, sovereign and air-gapped deployments, including GPU and OpenShift capacity.
  • Address Qatar-specific needs: data residency, Arabic/bilingual support and federal AI gateway constraints.
  • Lead discovery workshops and executive briefings and turn business problems into AI use cases with measurable outcomes.
• Cloud Skills
  • Multi-Cloud knowledge: Good background in positioning solution across on-premises or on cloud mainly (Azure and Google), can cover cloud migration, modernization, hybrid architectures, security, governance, and cost optimization.
  • For Azure: preferred to have the  Microsoft Certified: Azure Solutions Architect Expert
  • For Google Cloud: preferred to have the Google Cloud Professional Cloud Architect or the sales-aligned Google Cloud Digital Leader.
• IBM Software Portfolio Growth & Go-to-Market Strategy
  • Vendor Alignment: Serve as the primary business conduit between GBM Qatar and IBM software representatives, translating global vendor strategies into localized go-to-market plans.
  • Solution Focus: Drive pipeline and sales acceleration across core IBM software domains, including:
    • Hybrid Cloud & Middleware: Cloud Paks, WebSphere, Integration, and Red Hat synergies.
    • Data & AI: IBM watsonx, Business Intelligence, Databases, Analytics and Agentic AI.
    • Automation: Business Automation, Process mining, RPA.

Required Qualifications & Skills

• Education: Bachelor’s or master’s degree in computer science, Information Technology, Engineering, or a related field (or equivalent practical experience).
• Experience:
  • 7+ years of experience in Solution Sales and Architect, Enterprise software sales, technical pre-sales and business development within the regional IT market (Qatar or GCC) and preferred to be in Qatar
  • Demonstrated, hands-on experience selling and positioning IBM/non-IBM software solutions and navigating the IBM/non-IBM vendor ecosystem
  • English Fluent (spoken and written), preferred Arabic native 
• Technical Acumen:
  • Solid conceptual understanding of modern software architectures (Microservices, Hybrid Cloud, Containerization, Data Analytics, and Enterprise AI).
  • IBM software products (Cloud Paks, watsonx, DB2, Integration and Automation) is mandatory
  •  Strong familiarity with cloud infrastructure (Azure, GCP), APIs, enterprise software architecture, databases, or relevant domain-specific tech stacks.
• Core Competencies:
  • Exceptional negotiation, executive presence, and presentation capabilities.
  • Proven track record of managing long, complex enterprise software sales cycles.
  • Strong financial acumen regarding software licensing models (CapEx vs. OpEx, SaaS, term licenses, and maintenance renewals)
• Ability to connect technical metrics to business outcomes, ROI, and total cost of ownership (TCO).
• Communication & Presentation: Exceptional verbal and written communication skills; ability to simplify complex ideas for non-technical audiences.
• Problem-Solving & Resilience: Comfortable managing multiple concurrent deals in a fast-paced, quota-aligned or team-aligned environment.