About the role
Position:
Pre-Sales EngineerJob 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 timeJob Category:
SalesSkills & Tags
Aplyr's read
Arrow Electronics is a key player in technology solutions, employing a diverse workforce from engineers to sales professionals to drive innovation in electronics distribution.
What's promising
- •Strong global presence with operations in over 80 countries, offering vast career opportunities.
- •Diverse role offerings from engineering to sales, catering to various career paths.
- •Focus on cutting-edge technology solutions, keeping employees at the forefront of industry advancements.
What to watch
- •Highly competitive industry may lead to pressure on margins and job security.
- •Complex organizational structure could lead to bureaucratic challenges.
- •Rapid technological changes require constant skill updates, potentially increasing employee stress.
Why Arrow Electronics
- •Specializes in both electronic components and enterprise computing solutions, offering a broad industry scope.
- •Strong emphasis on innovation, reflected in diverse engineering and technical roles.
- •Global distribution network provides employees with international exposure and opportunities.
Aplyr’s read is generated by AI from public sources. Was it useful?
About Arrow Electronics
Arrow Electronics is a global provider of technology solutions, including electronic components and enterprise computing solutions.
