IBM Technical Presales Specialist – Remote (Croatia)

About the role

Arrow's Enterprise Computing Solutions (ECS) business delivers value-added distribution, business consulting and channel enablement services to technology manufacturers and their channel partners serving commercial and government markets. This IBM Technical Presales position is remote, based in Croatia, and supports the IBM portfolio within the assigned business unit.

Key responsibilities

• Provide technical sales support to Field Sales (BDM, ACM, SE), Inside Sales and Solutions Architects.
• Prepare product and service offers, such as BOMs or service scope breakdowns.
• Support inside sales in introducing new products and reviewing their technical offers.
• Help develop the partner network and generate demand through technical and business seminars, workshops and webinars, and by taking part in customer meetings.
• Identify and share opportunities for technology supply across the IBM portfolio during customer meetings.
• Maintain technical competences and complete the required IBM product certifications under the distribution contract.
• Deliver training and take part in the Training BU as a trainer of selected courses.
• Provide post-sale support within your scope, such as installation, upgrades and consulting.

Required profile

• Experience working with IBM solutions or another leading enterprise technology vendor.
• Ability to turn business needs into technical solutions and explain value propositions to partners and customers.
• Experience delivering technical presentations, demonstrations, workshops and proof-of-concepts.
• Strong communication and stakeholder management skills, able to engage technical and non-technical audiences.
• Desirable: experience in a technology distributor, vendor or channel-focused organisation.

Required skills

• Knowledge of IBM Software, Automation, Data & AI, Security, Infrastructure and Hybrid Cloud solutions (desirable).
• Understanding of IBM Partner Plus programs and partner ecosystem strategies (desirable).

What we offer

• Permanent contract after the probation period.
• Flexible working hours and a hybrid model with home office options.
• Performance-based compensation: base salary plus bonus.
• Open, collaborative culture with a supportive team and flat hierarchies.