As a Package Consultant at IBM, get ready to tackle numerous mission-critical company directives. Our team takes on the challenge of designing, developing and re-engineering highly complex application components and integrating software packages using various tools. You will use a mix of consultative skills, business knowledge, and technical expertise to effectively integrate packaged technology into our clients' business environment and achieve business results.
Your Role and Responsibilities
The Senior Solution Manager is seen as a Team Leader that mentors others and is adept at handling larger, more complex opportunities, that might include partner deals or large deals that have many parts. They may also multitask with dotted line responsibilities to other teams, such as Lifecycle Management and Effectiveness. Like the Solution Manager they are also primarily responsible for working with a combination of Sales, Technical Sales or other technical professionals including Solution Architects, Delivery or Implementation staff, Offering Management and Watson Health Clients to develop both a scope of work for services and a related staff plan for new and follow-on opportunities within Watson Health Market Segments. The Senior Solution Manager is also responsible for having an in-depth understanding of the contracting process. The Senior Solution Manager may be called upon to work proactively with the sales team to drive progress and qualification of opportunities and drive these contracts through the IBM Watson Health contracting process.
Provide Services leadership as an extended member of the sales team and work closely with clients and Watson Health stakeholders to progress Watson Health deals through their sales cycles.
Manage large and complex deals.
Play a leadership role and document the overall technical approach for solutions to be delivered, participate in the high-level discovery of the technical aspects of the solution, and work with the extended IBM team to create a services contract that describes the key aspects of the solution and the effort and cost of delivering the solution proposed.
Participate in Deal Reviews when requested.
Utilize defined tools to advance contracts through the approval process and provide deal status and other reports as requested.
Execute against business commitments for risk management, deal profitability, value-add client relationships and IBM teaming.
Provides end-to-end management of all required approvals when working without a Contract Manager (see Contract Manager Job Description).
Own the documentation, storage and internal publication of Solutioning artifacts and opportunity tracking including contracts drafts and final and price cases or files.
Analyze and quantify client needs and assists sales in developing implementation strategies tailored to each market segment.
Performs profitability analysis as requested using IBM financial tools, using labor estimates and pricing as inputs.
Effectively transition customer relationships to the delivery team after contracts are executed.
Provides regular feedback to the leadership team, product and offering management, operations, and other functional teams as appropriate. Participate in sales post-mortem calls as requested.
Use your in depth knowledge of our contracting process to mentor others and be perceived as a team leader in the organization.
Assist other teams as needed.
Other duties as assigned.
Strong background and an in depth understanding of Lab Services sales, SaaS, and services delivery.
Solid understanding of IBM revenue recognition rules.
Excellent attention to detail and documentation skills.
Experience creating and/or managing software services contracts.
Excellent communication skills, both written and verbal. Able to effectively deliver presentations to internal and external groups.
Able to capture requirements from a diverse group, from senior level executives to front line clients, and adjust techniques to the audience for maximum relevance to the solution.
Self-motivated and action oriented; able to think and work strategically; able to plan, prioritize and work with a complex schedule of events and activities in a fluid environment.
Client focused; strong commitment to customer service.
Exceptional leadership skills; great relationship-building skills and strong virtual team abilities.
Able to effectively partner, collaborate, and influence others in a highly matrixed organization on a cross-functional team to achieve goals.
Required Technical and Professional Expertise
Bachelor's Degree Readiness to travel 10%
At least 1 year experience in contract creation At least 1 year experience with MS Office products
Preferred Technical and Professional Expertise
At least 2 years experience in BiTools
At least 3 years experience in contract creation
At least 3 years experience with MS Office products
At least 5 years experience in Client facing role in Sales and/or Services Implementation
MBA - any discipline Prior experience as a people manager
Thorough knowledge of IBM Software and Solutions Group contracting process
Prior experience in hospital data or information technology
About Business UnitIBM's Cloud and Cognitive software business is committed to bringing the power of IBM's Cloud and Watson/AI technologies to life for our clients and ecosystem partners around the world. IBM provides you with the most comprehensive and consistent approach to development, security and operations across hybrid environments-with complete software solutions for business and IT operations, development, data science, security, and management. Our experts and software capabilities help organizations develop applications once and deploy them anywhere, integrate security across the breadth of their IT estate, and automate operations with management visibility. With IBM, you also have access to new skills and methods, governance and management approaches, and a deep ecosystem of industry experts and partners.
Your Life @ IBMWhat 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.
About IBMIBM'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.
Location StatementIBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:
*12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.
*World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.
*Well-being programs to support mental and physical health.
*Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).
*Select educational reimbursement opportunities.
*Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.
*Giving and volunteer programs to benefit charitable organizations and local communities.
*Discounts on retail products, services, and experiences.
We consider qualified applicants with criminal histories, consistent with applicable law.
Being You @ IBMIBM 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, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.