IBM Client Solution Executive

This role has the responsibility for successfully selling and negotiating one-of-a-kind complex business relationships. They lead sales engagements, selling solutions to complex IT and business requirements. Part of their initial responsibility can include working with the opportunity identifier in the final stages of deal qualification. Once an opportunity is qualified, they are responsible for assembling the IBM sales engagement team, managing the team (which can involve hundreds of people) and economically managing the substantial engagement budget. They must also manage the customer relationship, participate in complex solutioning , establish beneficial pricing that is highly competitive and close the opportunity. In so doing, they must demonstrate a clear understanding of the customers business, organization, culture and the compelling reasons to act and manage the third party consultant relationship (if applicable).Strategic outsourcing engagements are characterized by a complex combination of technical, business, financial, and human resources issues related to the strategic and tactical direction of customers. Change (such as economic conditions, financial performance, global competition, business strategy, mergers, acquisitions, and growth must be an extraordinary team leader, an astute business person, exhibit exceptional business insight, show executive/boardroom presence and outstanding judgment. They must be creative enough to devise and articulate a unique and compelling value proposition (which typically leverages IBM and creates value), so that customer decision-makers clearly grasp the short and long-term business and financial value of a relationship with IBM) tends to be the driving factor in these engagements. These are normally large, complex and highly competitive sales situations that are often global in scope and engagement negotiations are conducted at the highest levels.

Serves as the client’s single focal point for ITS and has ultimate responsibility for ITS in the assigned accounts/Mega Complex Opportunities
•Serves as the ITS brand focal point on the cross brand IBM sales team
•Creates and executes the sales ITS strategy for each assigned client, driving ITS opportunities (for all ITS Services)
•Develops and maintains strong client relationships with executives and key influencers, in the IT and line of business organizations, based on a history of performance and credibility, earning a reputation as one of the client’s trusted business advisors
•Demonstrates a high level of business acumen and applies a thorough understanding of the client’s business, organization, strategy, financial position, and business issues
•Maintains a thorough understanding of the client’s industry, including industry trends, industry performance indicators and key client competitors in their industry
•Understands and applies IBM’s strategies and offerings for all ITS Service Lines and IBM industry solutions to address the client’s business needs
•Understands and navigates IBM to identify, acquire and coordinate a team of critical resources needed to address client needs; leads the cross-functional team to develop the best solution for the client
•Identifies solution opportunities by aligning IBM’s industry and ITS strategies with the client’s most important business needs
•Responsible for overall client satisfaction for services.

Required