IBM Canberra, Australian Capital Territory, Australia
Introduction
A career in IBM Consulting is rooted by long‑term relationships and close collaboration with clients across the globe. You'll work with visionaries across multiple industries to improve the hybrid cloud and AI journey for the most innovative and valuable companies in the world. Your ability to accelerate impact and make meaningful change for your clients is enabled by our strategic partner ecosystem and our robust technology platforms across the IBM portfolio; including Software and Red‑Hat. Curiosity and a constant quest for knowledge serve as the foundation to success in IBM Consulting. In your role, you will be encouraged to challenge the norm, investigate ideas outside of your role, and come up with creative solutions resulting in groundbreaking impact for a wide network of clients. Our culture of evolution and empathy centers on long‑term career growth and development opportunities in an environment that embraces your unique skills and experience.
Your Role And Responsibilities
The Senior Solutions Consultant is a pivotal pre‑sales role within IBM, responsible for driving complex solution pursuits, shaping strategic opportunities and influencing high‑value customer engagements across the public sector and the broader opportunity landscape. We are seeking a dynamic, highly technical and commercially astute professional who brings strong client‑facing capability, deep solution design expertise, and the ability to communicate value effectively to both technical and senior executive stakeholders.
Responsibilities
* Primary focal point for all public sector opportunities as the Lead Solutions Consultant.
* Shape pursuit strategy with sales, legal, delivery, and industry teams to build competitive and compliant solution offerings.
* Perform competitive analysis of public sector providers and articulate IBM’s strengths in capability, compliance, security, and delivery scale.
* Manage end‑to‑end government tender processes (RFT, RFQ, EOI), including response strategy and compliance with the sales team.
* Produce high‑quality and fully compliant tender submissions aligned to mandatory criteria, weightings, and evaluation frameworks.
* Structure and develop solutions (using SFIA‑based roles, rate cards, or outcome‑based approaches), ensuring alignment to public sector expectations and competitive benchmarks.
* Develop solution artefacts including delivery models, governance structures, commercial constructs, cost models, pricing scenarios, project schedule and content for the responses.
* Craft clear, differentiated value propositions addressing risk, cost transparency, sovereign requirements, compliance expectations and long‑term capability uplift.
* Prepare, develop and lead oral presentations, confidently defend the solution and articulate key value drivers during client evaluations.
* Ensure proposed solutions are feasible, compliant, deliverable, and aligned with IBM standards and government procurement constraints.
Preferred Education
Master's Degree
Required Technical And Professional Expertise
* Public Sector Experience: Proven track record in federal and state government deals, including navigating tender processes (RFT, RFQ, EOI) and understanding procurement policies and evaluation frameworks.
* Pre‑Sales & Solutioning: Strong background in pre‑sales, consulting, developing services‑led solutions, and leading complex, multi‑stakeholder pursuits.
* Client‑Facing Skills: Ability to engage with senior stakeholders, influence decision‑making and communicate value propositions clearly and persuasively.
* Strategic Thinking: Ability to shape pursuit strategy, position IBM competitively, and anticipate client needs in complex, regulated environments.
* Commercial Acumen: Understanding of pricing models, cost structures, rate cards (including SFIA‑based), and contract/commercial considerations in public sector deals.
* Collaboration & Leadership: Partner effectively across sales, delivery, legal, and industry teams to build aligned, compliant, and competitive solutions.
* A Bachelor’s or Master’s degree in Computer Science, Information Systems, Engineering or a related discipline (or equivalent experience).
* Strong understanding of one key technical domain such as hybrid cloud, integration, security standards, enterprise architecture concepts and modern delivery models.
* Ability to translate technical requirements into deliverable solution constructs and articulate technical outcomes in non‑technical language.
* Familiarity with government security classifications, IRAP, ASD Essential Eight, and sovereign hosting considerations (desirable).
* Additional training or credentials in solution architecture, commercial management, or public sector procurement are advantageous.
* Proficiency in Microsoft PowerPoint for developing polished oral presentations, solution narratives, and executive‑ready decks. Strong oral and written communication skills.
* Advanced Microsoft Excel skills for cost modelling, pricing analysis, scenario modelling and interpreting complex datasets to meaningful solution approaches.
* Strong capability in evaluation and assessment techniques for analysing RFI/RFP responses, selection criteria, scoring frameworks and weightings.
Seniority level
* Mid‑Senior level
Employment type
* Full‑time
Job function
* Consulting, Information Technology, and Sales
Industries
* IT Services and IT Consulting
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