IBM Client Representative Cloud & Cognitive in Berlin, Germany

We are entering a new era in technology and a new era in business.IBM is a place where you can advance your career and develop your expertise. We are seeking a experienced Client Representative on our cloud team. As an IBMer, you will collaborate with insightful colleagues in an environment that fosters creativity and free thinking. IBM is a world leader in this cognitive era, and we’re looking for talented professionals to navigate this new landscape with us. Join an innovative team that strives to make the world work better. And you’ll help our clients realize a future they did not think possible. Discover what you can do at IBM. Role and Ownership:

  • Senior sales leader on specific client(s), paired with the C+C technical leader embedded in the account team

  • Accountable for C&C annual contract value, revenue performance, and client success as measured by client adoption and expansion of C&C portfolio of offerings

  • Responsible for C&C account strategy including OI initiatives

  • Serves as OO on major cross offering C&C pursuits

  • Cultivates long term relationships with client

  • Leads Cloud and/or Cognitive SMEs from the Business Units to align on opportunities; Ensures proper lead passing to Business Unit specialists

  • Differentiates IBM C&C solutions vs. competitors

  • Ensures contractual framework exists for C&C solutions (e.g. CSA is in place)

Deployment

  • Dedicated to specific number of Industry accounts: 1 teamed pair on IA, 1 teamed paired on 3 Industry Clients, GTM determined by Market GM for

  • Industry exceptions (DACH, Japan, Federal) with a max ratio matching S&D client coverage

Experience:

  • Expert level in Cloud and / or Cognitive solution - DevOps, Hybrid integration, Bluemix IAAS and PaaS, and Cognitive solutions

  • Expert level in the area of banking and finance

  • Experienced skill of PaaS based services on BlueMix - Watson, Cloud Data Services, IOT, and Blockchain

  • Experienced level vertical industry knowledge. Ability to articulate business models, value, pricing, terms

  • Experienced level skill in Design Thinking & Agile methods

  • Demonstrated ability to establish IBM Cloud Services Agreement (CSA) and Passport Advantage Cloud Terms of Use knowledge

  • Ability to build and lead C&C account strategy including articulation of IBM’s unique value to the c-suite

  • Able to envision opportunities and create strong value props—helping client identify high-value C&C entry points (e.g. new applications, transforming existing applications, or starting a cloud sandbox)

  • Expert level in Cloud and / or Cognitive solution - DevOps, Hybrid integration, Bluemix IAAS and PaaS, and Cognitive solutions

  • Experienced level skill of PaaS based services on BlueMix - Watson, Cloud Data Services, IOT, and Blockchain

  • Experienced level vertical industry knowledge. Ability to articulate business models, value, pricing, terms

  • Experienced level skill in Design Thinking & Agile methods

  • Demonstrated ability to establish IBM Cloud Services Agreement (CSA) and Passport Advantage Cloud Terms of Use knowledge

  • Ability to build and lead C&C account strategy including articulation of IBM’s unique value to the c-suite

  • Able to envision opportunities and create strong value props—helping client identify high-value C&C entry points (e.g. new applications, transforming existing applications, or starting a cloud sandbox)

Cloud WW Sales