IBM Enterprise Account Manager Romania in BUCHAREST, Romania

Job Description

An Enterprise Account Manager is the primary point of contact for an account in its entirety, and is ultimately responsible for the overall customer experience. The Enterprise Account Manager (EAM) will work directly with IBM’s industry and enterprise sellers throughout the sales process. A successful Enterprise Account Manager maintains account relationships and engages in a consultative sales process by understanding customer needs, and matching those needs with the appropriate solutions to grow account revenue.

Responsibilities Include:

• Establish and grow relationships with key decision makers, and influencers within customer base

• Maintain consistent communications with existing customers regularly in order to ensure customer satisfaction, and primarily in a manner preferred by the customer

• It is required to meet with contacts in person in addition to correspondence via telephone, email, internal tickets, and/or online chat

• Deliver the IBM corporate overview and presentations

• Successfully position the benefits of IBM’s unique platform

• Engage customer base in dialogues related to infrastructure growth, including their planned and potential needs

• Coordinate efforts between various IBM teams in a collaborative manner to help achieve an optimal customer experience

• Collaborate with the sales team and solution engineers to design custom-tailored solutions

• Help increase awareness of new and existing products and services

• Illustrate how the application of additional IBM products/services can be strategically utilized and implemented to meet their current and future requirements

• Participate in the development of new service ideas and sales strategies as needed

• Prepare sales quotes, negotiate offers, and process sales orders

• Assist sales support teams with ensuring successful deployment and utilization of infrastructure

• Ensure resolution on any/all outstanding issues and opportunities – see to the end

• Identify structural risks in existing customer infrastructure, mitigating potential issues with product and services based solutions

• Provide immediate follow-up with customer after any difficult issues arise, ensuring customer satisfaction with outcome

• Coordinate internal resources as needed for more in depth explanation or assistance from varying departments.

• Prevent negative customer cancellation with proactive engagement in support and billing related issues

Required Technical and Professional Expertise

  • At least 5 years experience in professional sales

  • Skilled in customer account management

  • Sales acumen; skilled working in a driven selling environment with direct customer interaction

  • Demonstrated presentation and pitch skills

  • Sales tenacity and creativity when presented with difficult challenges

  • Demonstrated company and contact research skills

  • Technical, with the ability to rapidly learn and understand new technologies

  • Ability to work independently and with a group of peers

  • Internal customer service, written, verbal and presentation skills

Preferred Tech and Prof Experience

  • Experience in similar roles

  • Background in IT industry

EO Statement

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.