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IBM Client Representative - Retail and Consumer Products Industry in Research Triangle Park, North Carolina


At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. To lead in this new era of technology and solve some of the world's most challenging problems.

Your Role and Responsibilities

Your Role and Responsibilities

We have an exciting opportunity available for a Client Executive to help us develop business in Digital transformation for an industry in transformation.

The Client Executive is responsible for identifying, leading and closing opportunities for a few large Retail and Consumer Package Goods clients in the San Francisco Bay Area. This means developing relationships that matter with the client, working with Brand teams to identify and create opportunities for IBM, and leading these to success with the client. The Solution Client Executive's role will be to drive sustained growth in the account, more specifically in services, enabling clients to succeed through executable strategies, and by delivering value through technology-enabled transformation.

We wish to add senior talent to help drive our market growth and shape new solutions which deliver end-to-end transformation for our clients in this marketplace in the San Francisco Bay Area. We advise clients on strategy and implementation of innovative and complex transformational solutions that enables them to become efficient, and able to provide value added partnering support to the business.

The candidate should be recognized as an expert in the marketplace with specific solution and industry knowledge. They must have extensive sales and significant delivery experience. The in-depth understanding of the Consumer Industry should be supported by high visibility in the local marketplace such as presentations at Industry conferences, events and publications.

The candidate should have demonstrated consistent, strong sales (through full sales cycle), engagement management, business operations, and mentoring or coaching skills and should be able to articulate complex problems where needed to affect changes for meeting market demands. Basic responsibilities typically include performing the activities that support and manage the ongoing development of their practice area and leading the creation of new business opportunities with accountability for success through to the end of the engagement.

The candidate assigned to this position is expected to have the proven experience and knowledge needed to lead in the creation and closure of new business opportunities, accountable for managing the financial success of that business. They must have demonstrated strong teaming and conflict management skills at the highest levels working across lines of business and in client situations. This requires that they can understand the most complex services

Selected candidate should possess autonomy, drive, passion for the client and solving issues, ability to mobilize IBM teams to work on client opportunities, and be a great communicator.

This position requires the skills needed to win client trust and confidence leading to the acceptance of new proposals in a manner that supports and reinforces business objectives within their area of practice. They are expected to identify new business opportunities, lead the development of solutions supporting that opportunity, and to win that business for IBM.


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.

Required Technical and Professional Expertise

  • At least 10 years technology and services sales experience

Preferred Technical and Professional Expertise

  • At least 3 years experience selling in Manufacturing Clients

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.

About IBM

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.

Location Statement

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.