Responsibilities:

* Own and progress opportunities through the qualification, definition, proof/evaluation, proposal and closure stages of the sales cycle with attention to timelines.
* Respond to the functional and business requirements and capabilities sections of RFI/RFPs
* Engage with the sales representative and prospect to ensure a prospect's business needs can be addressed with IBM's go-to market capabilities.
* Listen, understand, and analyze the prospect's business requirements and compose, validate, and present the best possible IBM solution
* Define POC/POV or custom demonstration scenarios and map functions of IBM products to prospects' needs
* Lead team on implementation of Integration POC/POV's and custom demos. Ensure the demonstration fulfills the prospect's requirements and highlight and differentiate IBM webMethods Hybrid integration capabilities.
* Define the prospect's target Integration architecture that fulfills their business objectives. Work with the Account Executive to structure the proposal that meets the prospect's target architecture.
* Maintain an active relationship with existing customers, thereby identifying growing needs of the customer and advising them on best suitable components to position for them