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Client Leader: Industrial Sector- Software, Systems, Cloud & Cognitive
Company: IBM
Location: Seattle, WA
Employment Type: Full Time
Date Posted: 11/09/2021
Expire Date: 01/30/2022
Job Categories: Computers, Software, Consulting Services, Finance/Economics, Financial Services, Human Resources, Information Technology, Sales, Research & Development
Job Description
Client Leader: Industrial Sector- Software, Systems, Cloud & Cognitive
Introduction
At IBM, work is more than a job – it’s a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you’ve never thought possible. Are you ready to lead in this new era of technology and solve some of the world’s most challenging problems? If so, lets talk

Your Role and Responsibilities
The Client Executive is responsible for the end to end IBM client relationship, customer satisfaction, and financial portfolio results. They are the overall lead for IBM and liaison with the client to provide pro-active point of view and advise on client transformational vision / strategy by aligning IBM capabilities in Software, Systems, Cloud and Cognitive to help achieve them.

Many Industrial Market Clients are going through significant transformations. The IBM Client Executive will be required to pro-actively build and protect the current IBM footprint by increasing and widening our breath and depth to ensure it is a complete representation of the best IBM can offer across the IBM portfolio. In addition, the Client Leader will leverage their advisory and consultative leadership skills and experience to help the client resolve business challenges by providing transformational solutions including consulting services, cognitive and cloud software solutions, and systems technology.


This role requires the Client Executive to quickly establish C-Suite executive leadership presence and credibility, cross-functional knowledge and ability to reinforce IBM’s relevancy to both new and longer-term business executives within the account. IBM has the opportunity to grow mindshare and market share by establishing ourselves as the trusted global provider of business solutions, and this is a critical mission and objective for this role.


Additional responsibilities include:


•Be the executive leader, including regular interactions with the C-Suite to develop, curate and sustain lasting relationships, which will be the drivers and orchestration for delivering excellence, relevance, and sustainable growth. Own entire engagement model, starting with business development and extending towards, sales, business partners, relationship building, operational leadership, product and service delivery, industry experience and client satisfaction.


•Strong collaboration with the extended IBM team to develop and execute plans to close business, achieve revenue and signings commitments, and deliver best in-class customer satisfaction. Lead a core critical team consisting of a Global Business Service Partner, Client Technical Leader and Business Development Executives, and provide strategic direction to brand specialists.


•Develop and execute strategies to meet revenue and financial targets, manage the account and teams to exceptional sales hygiene and governance, and sustain a management system internally and externally that is focused on achieving bottom line revenue growth for IBM with a particular focus on expanding the IBM Services Footprint. Make important market share gains via IBM Services through the development of strategic Global Business Services growth opportunities and further sales execution closure of in-pipe opportunities.



Required Technical and Professional Expertise



  • Strong and demonstrated written and verbal communication skills.

  • Strong Executive Presence and Leadership: ability to develop, maintain, and drive influence with C-Suite client business relationships.

  • Demonstrated deep consultative sales skills developing and supporting strategic transformations for clients with a global footprint.

  • Business development experience demonstrating Growth Mind-Set to discover/develop “white space” opportunities and create compelling reasons for a client to act.

  • Demonstrated knowledge and experience selling / delivering IBM’s portfolio including systems, cloud & cognitive software, and services; leading complex cross-functional deals.

  • Adept at people management skills in a matrix reporting environment and collaborating within boundaries (internally and externally).

  • Role model Account Management expertise that includes knowledge of industry solution best practices, competitive market analysis, business solution development, financial and contract management.



Preferred Technical and Professional Expertise



  • At Least 7 years’ experience in Industrial Industry & Sales Leadership

  • At least 3 years’ experience with Enterprise, Cloud or Cognitive Solution Software Sales


Contact Information
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