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Job Details

Client Reference amp Case Study Manager

Company name
International Business Machines Corp. (IBM Corporation)

Phoenix, AZ

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Job Description

Join the largest startup, and proven global leader, in the Security industry to protect our planet from emerging cyber threats. Tell the world how you, Watson and IBM Security fight to defend businesses, institutions and governments across 130 countries. Make a difference in everyday lives by safeguarding our most valuable information from corporate intellectual property to your family photos. Be a part of IBM’s rich history of innovation and research to deliver solutions built on the foundation of over 3,500 security patents. Are you ready to help us fight the bad guys?

Client stories are the heart of a great marketing program. When we can communicate our IBM Security values and benefits through our client’s success we can impact existing sales opportunities as well as help open new doors for our team. IBM Security is looking for a marketing and communications athlete that’s truly passionate about the value of bringing our client stories to life. We need a person who has the vision for storytelling with the project management skills for building and developing our client reference and case study program. You also need to be a polished professional that can confidently work with clients to give them a voice telling their IBM Security story through case studies, videos, speaking engagements, webinars, or calls with prospects, analysts, and press.


Work closely with cross functional teams across the world to map the client reference program with short and long term objectives

Work closely with sales, support, services and offering management teams to monitor lifecycle of customer relationships – from intake to implementation

Recruit and manage high-touch reference relationships for strategic customers

Create and maintain in-depth customer profiles and contacts

Manage reference request fulfillment and track reference activity and outcomes

Drive opportunities for internal and external promotion and broad-based leverage of customer success assets

Assist sales, analyst relations, and PR teams to advise them on how/when to use references

Develop strategies for integrated customer reference engagement plans that showcase customer success via a variety of deliverables including: written, video and peer-to-peer customer stories, quotes, business and technical case studies and presentations

Develop methods to increase program adoption and visibility

Produce monthly/quarterly reporting and regular communications to executives

Report outcome metrics for strategic customer engagement

Foster and promote long-term, mutually beneficial customer relationships

NOTE: Candidate must be able to work onsite at one of the following locations: Austin, TX, Atlanta GA or Cambridge, MA.

Preference given to candidates in the Austin area.

Required Technical and Professional Expertise

At least 5 years’ experience in marketing or communications

Proven expert at messaging and storytelling

Excellent verbal, written and analytical skills – frequent writing is a requirement

Superb presentation and client-facing skills, particularly at executive level

Strong project and program management skills

Ability to thrive in a matrixed organization working with a variety of marketing, sales and offering management teams

Readiness to travel 10% annually

Fluency in English

Bachelor’s degree required

Preferred Tech and Prof Experience

At least 8 years’ experience in marketing

EO Statement

IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

Company info

International Business Machines Corp. (IBM Corporation)
Website :

Company Profile
International Business Machines Corporation provides information technology (IT) products and services worldwide. The company’s Global Technology Services segment provides IT infrastructure and business process services, including outsourcing, process, integrated technology, cloud, and technology support. Its Global Business Services segment offers consulting solutions for strategy and transformation, application innovation, enterprise applications, and smarter analytics; and application management, maintenance, and support services. International Business Machines Corporation’s Software segment offers middleware and operating systems software, such as WebSphere software to integrate and manage business processes; and information management software for database and enterprise content management, information integration, data governance, data warehousing and analytics, business analytics and intelligence, and predictive analytics. This segment also provides Tivoli software for cloud and datacenter management, enterprise endpoint and mobile device management, asset and facilities management, storage management, and security systems; Rational software that supports software development; and Mobile Software for platform and application development, mobile security, and mobile device management. The company’s Systems and Technology segment provides computing power and storage solutions; and semiconductor technology, products, and packaging solutions. Its Global Financing segment provides lease and loan financing to end users; commercial financing to dealers and remarketers of IT products; and remanufacturing and remarketing services for equipment. The company was formerly known as Computing-Tabulating-Recording Co. and changed its name to International Business Machines Corporation in 1924. International Business Machines Corporation was founded in 1910 and is headquartered in Armonk, New York.

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