As a Business Sales & Delivery Executive, you will support IBM’s consistent growth by bringing to the table your business development, sales, account management, and delivery skills. Picture yourself working with a highly motivated, highly successful team with a proven sales record in IBM’s top technologies. If you’re ready to bring insights and experience in areas such as IoT, Blockchain and digital transformation, we are ready to offer you a best in class career development.
Your Role and Responsibilities
Over the past 100 years, IBMers all over the globe have helped make the world work better and smarter. In this new era of Cognitive Business, IBM is helping to reshape industries by bringing together our expertise in Cloud, Analytics, Security, Mobile, and the Internet of Things: Changing how we create, collaborate, analyze and engage. We’re looking for talented professionals to join us in this new era. Join us and be part of a diverse and global team of thinkers and doers, and make an impact.
The Senior Client Executive is responsible for the total customer relationship with one strategic or several large, complex accounts.
are proficient at planning and executing an effective relationship strategy and maintains effective long-term business relationships at the senior level with key decision makers and influencers;
are the integrator of IBM before the customer;
identify and prioritize IBM opportunities and develop solutions strategies;
plan and facilitate and/or conduct complex negotiations reaching lasting agreements and commitments;
are responsible for developing an effective account plan, including ibm.com activity;
are responsible for revenue, wallet share, and customer satisfaction on assigned accounts.
Skills required to succeed in this role...
expert understanding of sales processes, including the IBM Client Value Method;
a mastery of business acumen, including an understanding of public sector business process, industry, economic trends, issues and competition;
Demonstrates expertise in relationship skills which promote and enable a deep understanding the customers’ strategies, business goals and objectives;
Mentors and provides guidance to others in the development of their strategies and plans;
Plans and facilitates and/or conducts complex negotiations reaching lasting agreements and commitments.
Anticipates customer problems and develops realistic visions and strategies;
Anticipates and clearly defines problems, logically diagnoses causes, identifies solutions and creates action plans;
Applies creativity and judgment in developing new approaches and solutions.
Responsible for managing the total customer relationship for assigned Public Sector accounts;
Qualifies and manages IBM opportunities, including both large and complex ones;
Guides the development of the solution and support strategy based on an in-depth understanding of the client’s business, industry trends and directions, their competitors, their relative position in the industry and IBM capabilities in the client environment;
Works with the client’s executive team to position long-term strategic issues and solutions.
A recognized leader and expert both inside and outside the geography. Performs at expert level with little/no management direction. Responsible for large and complex projects, deciding on priorities following general business unit directives.
Has clear vision of customer and IBM strategies and develops accordingly a long-term business relationship with the client, providing total solutions to the client’s business needs.
Major influencer of client’s information system strategy and plan;
Provides inputs to the client’s business strategy and plan, and is often considered a virtual teammate by client;
Considered key thought leader by client’s senior management team;
Is sought out by client for advice on business problems and opportunities and to understand how IBM can become a strategic partner to the client.
Establishes and manages effective business relationships at both the functional and executive levels referencing successful business engagements, understanding and articulating what value IBM can bring to the relationship and creating new ideas to expand the business partnership;
Considered peer manager and contributor within client’s executive team;
Leads multifunctional teams;
Participates in industry and business related organizations, societies, conferences and other client related activities to maintain professional credibility and leadership;
Leads by example and demonstrates the highest level of teamwork and professional qualities.
Impact on Business/Scope:
Is the leader of one or more strategic, large, complex accounts;
Responsible for revenue, wallet share, and customer satisfaction on assigned account;
Responsible for strategy development and execution;
Leads the development and implementation of the account plan(s), including executive relationship strategy and coverage plans;
Leverages channels to maintain and improve customer satisfaction and maximize revenue;
Utilizes the SET/MET process and is proactive in improving customer satisfaction;
Monitors and maintains an awareness of all key IBM/client activities, including the representation of client issues, needs and concerns throughout IBM;
Consistently delivers solutions which are highly valued by the client and IBM and are considered high impact, complex and strategic by both.
- The successful individual can work from either the Victoria or Vancouver IBM office. If working from the Vancouver office it is expected that they travel to the Victoria office on the weekly basis*
Required Professional and Technical Expertise
Deep understanding of organizational resources, priorities, needs and policies, both IBM and clients;
Demonstrated comprehensive knowledge of IBM strategies, offerings, and technologies;
Ability to apply knowledge of information technology and leading edge solutions related to the client’s business;
Demonstrated effective use of channels;
Mastery of the required proficiency levels of the Relationship Discipline skills for this position.
Preferred Professional and Technical Expertise
British Columbia Public Sector experience is an asset, but not required.
About Business Unit
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
Your Life @ IBM
What matters to you when you’re looking for your next career challenge?
Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.
Impact. Inclusion. Infinite Experiences. Do your best work ever.
IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.
For additional information about location requirements, please discuss with the recruiter following submission of your application.
Being You @ IBM
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.