Pre-Sales Engineer

Position:
Pre-Sales Engineer

Job Description:

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 time

Job Category:
Sales