As an Enterprise Applications Client Solutions Executive, you will support IBM's consistent growth by bringing to the table your business development, complex deal management, and general sales 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 hybrid cloud services and digital transformation, we are ready to offer you a best in class career development.
Your Role and Responsibilities
The Enterprise Applications Client Solutions Executive (CSE) is responsible for leading and closing large, complex, multi-year services agreements with Fortune 500 clients with headquarters in the United States. The CSE position requires experience in selling services across the cloud and application landscape (including AWS, Azure, GCP, IBM Cloud, Red Hat, and more). The CSE will develop and lead the execution of effective sales strategies that meet client transformation challenges, articulate IBM's business value, and provide clear differentiation over competitors. This includes establishing strong working relationships with C-suite executives and their direct reporting management team.
Job responsibilities include:
Developing an extensive portfolio of strategic services opportunities, and driving those opportunities through to a signed contract
Building and maintaining extensive executive and senior management relationships in client organizations
Working collaboratively with other IBM units, partners and external consultants as appropriate
Responsibility for the ongoing qualification of opportunities and make informed recommendations
Owning the opportunity until formal engagement, facilitating the transition to the assigned engagement team, and stay involved after the engagement
Work in the Hybrid Cloud Services Market working with Hybrid Cloud Management and Hybrid Cloud Transformation leadership, and Lead Account Partners to establish and execute an effective coverage strategy
Establish overall sales strategy needed to gain client commitment to execute long term services agreements covering IBM Hybrid Cloud Services
Develop solution and pricing strategy needed to meet client requirements, provide business value, and differentiate IBM from its competitors
Lead large, matrixed deal teams consisting of technical/solution, pricing, legal, and negotiations experts
Lead negotiations with clients with the support of contract / legal team
Required Technical and Professional Expertise
7+ years experience selling long term engagements (cloud and application services) of $25M+ total contract value
Thorough understanding of Enterprise Applications and proven ability to present to CxO level executives
Solid understanding of multiple cloud platforms (AWS, Azure, GCP, IBM Cloud, Red Hat, etc.) and application development, support, test, integration, etc
Demonstrated ability to develop sales strategies and provide guidance to engagement teams to meet aggressive timelines
Ability to work effectively with C-suite executive across technology, business, and finance disciplines; ability to develop effective value propositions that align with client requirements and business strategies
Demonstrated ability to work with large teams across multiple disciplines in an effort to integrate IBM offerings and provide the greatest value in our proposals
15+ years' experience in Information Technology services across industries
5+ years' experience in managing ISV alliances, sales and business development
3+ years' experience in major public cloud platform/products/services
Preferred Technical and Professional Expertise
Certification in one or more cloud - AWS, Azure, GCP, IBM Cloud, Red Hat
Previous experience selling Cloud and Application Services working within the following industries:Retail, Consumer Packaged Goods, Travel, Hospitality or Transportation
About Business UnitIBM Services is a team of business, strategy and technology consultants that design, build, and run foundational systems and services that is the backbone of the world's economy. IBM Services partners with the world's leading companies in over 170 countries to build smarter businesses by reimagining and reinventing through technology, with its outcome-focused methodologies, industry-leading portfolio and world class research and operations expertise leading to results-driven innovation and enduring excellence.
This job requires you to be fully COVID-19 vaccinated prior to your start date, where legally permissible. Proof of vaccination status will be required. If you are unable to be vaccinated due to medical, pregnancy or religious reasons, we offer accommodations in accordance with applicable law.
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 through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
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.
This position is eligible for participation in an IBM sales incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change.
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.