Client Executive

@ IBM

Job description: The Client Executive (Enterprise Business Unit - BC ) is responsible for the total customer relationship with one strategic or several large, complex accounts. Is 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. Is the integrator of IBM before the customer. Identifies and prioritizes IBM opportunities and develops solutions strategies. Plans and facilitates and/or conducts complex negotiations reaching lasting agreements and commitments. Responsible for developing an effective account plan, including ibm.com activity. Responsible for revenue, wallet share, and customer satisfaction on assigned accounts. The following are the primary roles/responsibilities of the Client Executive: Manages the total customer relationship; integrator of IBM Maintains senior executive relationships Leads account planning and opportunity identification Plans and facilitates and/or conducts complex negotiations for assigned accounts Responsible for planning of ibm.com activity for assigned accounts Drives growth in assigned accounts Opportunity prioritization and overall account plan for assigned accounts Responsible for revenue, wallet share, and customer satisfaction on assigned accounts Applies expert understanding of sales processes, including the IBM Client Value Method. Applies a mastery of business acumen, including an understanding of the customers’ business, industry, economic trends, issues and competition. Demonstrates a deep understanding of organizational resources, priorities, needs and policies, both IBM and clients. Demonstrates comprehensive knowledge of IBM strategies, offerings, and technologies. Applies knowledge of information technology and leading edge solutions related to the client’s business. Demonstrates effective use of channels. Masters the required proficiency levels of the Relationship Discipline skills for this position. Communication/Negotiation: Key Skills Needed For Success Include: 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. Problem Solving: 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. Preferred Technical And Professional Experience: Influence 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. Leadership 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.

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