Introduction
Responsible for all aspects of IBM Technology results for a strategic account.
Envisions, designs and executes the account strategy based on a clear point-of-view, understanding of the clients' intent, and the ability to connect the dots.
Helps the clients navigate architectural decision points, prepares to compete, and steers the clients to the right solution based on their business problems and intents.
Is a sought-after technical leader, builds trusted client relationships and orchestrates account planning, strategy and management.
Top 3 KPIs:
Achieve revenue and market share growthTechnology business development and opportunity identificationClient NPS and qualitative feedback Your Role and Responsibilities Technical & Industry Expertise
To engage decision makers and key influencers with highly contextual insights and competitive perspective, leveraging broad and deep technology and industry expertise in Telco.
To drive IBM technology into the core of the clients' architecture using appropriate architectural methods, thinking, processes, models and assets.
Sales & Strategy Execution
To lead the IBM sales end to end process through the entire sales lifecycle from opportunity identification to closure to deployment.
To drive strategic business development plans and consistent execution through quarterly business reviews with Europe and World-wide business leaders and executives.
To liaise with a sales extended team including IBM brand sales specialists, Global System Integrators (GSI) and ISVs.
To execute closed loop feedback, including NPS, to drive client influence and advocacy with all stakeholders.
Team Leadership
To energize sales and deployment teams giving them a clear sense of purpose.
To coach emerging talent on core and extended team, constantly seeking teaching moments and leveraging candid feedback.
To demonstrate a growth mindset through growth-led behaviors.
Required Technical and Professional Expertise
+ 10 Years of experience on Technology Sales
+ Fluent in English and Spanish
Demonstrated experience on:
Strong technical skills focused on being able to articulate the Technology decision points (TDPs) and IBM sales plays in the context of client Digital TransformationUnderstand market technology trends and competitive threats.Thought leader in technology and Telco able to bring an outside-in perspective to the clients' innovation agendaBrings in Telco competitive perspective, expertise in the technology landscape and key challenges/opportunities for Telcos' digital transformation with an emphasis on Cloud and AI technologiesThought leader managing teamsExcellent communication skills, trusted partners and network with CXOs, Data Scientists, Architects and Developers, establishing IBM as an essential partner. Preferred Technical and Professional Expertise
+ Knowledge across the portfolio of IBM technology
+ End-to-end understanding of technology and industry, able to pivot strategic conversations with clients from Security, Automation, Data and Hybrid cloud to Mainframe, Storage or Cloud.
+ Practitioner experience as consultant or employee in the Telco industry with focus on technology and digital transformation.
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.
Are you craving to learn more?
Prepared to solve some of the world's most unique challenges?
And ready to shape the future for millions of people?
If so, then it's time to join us, express your individuality, unleash your curiosity and discover new possibilities.
Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story.
Together, we have the power to make meaningful change - to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.
It's time to define your career.
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