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Watson Health Client Executive (Western Canada) (362986BR)


Executive Director



Ontario, Canada

IntroductionAt 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. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.Your Role and ResponsibilitiesWorking under minimal supervision, this position, The Watson Health Client Executive (WHCE), is a strategic, direct contributor sales position responsible for selling all Watson Health solutions across a defined set of clients.The WHCE will work directly with high priority Government Ministry clients and large healthcare providers to understand their current business requirements around both departmental and enterprise wide visions including, but not limited to: Social Program Services delivery, Imaging service delivery, analytics, and cognitive.This seller will represent that portfolio through the Watson Health business unit and IBM Canada Ltd. The WHCE will represent Watson Health and provide leadership within the account acting as the quarterback, spearhead strategic opportunities, while guiding and working directly with Subject Matter Experts and solution sales team colleagues across IBM.As a Watson Health Client Executive Sales you will be+ Managing key client relationships in a high-growth, highly strategic market segment for IBM+ Selling cognitive solutions that accelerate and improve decision making throughout the social program and healthcare delivery processes+ Selling and advancing the digital health strategy leveraging the Watson Health portfolio. You will be defining, scoping and closing deals that help our clients engage with patients, providers and ecosystem partners to improve health.+ Selling Watson Health solutions to use real world evidence to solve industry problems+ Acting as the voice of your customer into IBM's offering management and development processes, ensuring that client satisfaction drives our offering strategiesEssential Job Duties+ New business development with leading government agencies and healthcare delivery clients+ Manage the client relationship from ideation to implementation+ Build key relationships within the C-Suite and departmental leadership teams+ Meet or exceed all assigned quotas for sales, related applications and components+ Participate in and manage contract negotiations+ Analyze customer's needs and recommends solutions that best meet customer's requirements+ Emphasize scalable features such as flexibility, cost, capacity, and economy of operation+ Able to reach a consultative level of selling with the customer+ Quarterback Watson Health business and collaborate within internal IBM team selling model+ Increase bookings and revenue targets year over yearMust be eligible/legally entitled to work in CanadaRequired Technical and Professional Expertise+ Minimum 7+ years of sales experience in Public Sector, or 7+ years healthcare and or social program industry experience+ At least 5 years of experience in identifying and nurturing partnerships at executive level+ Competency in Client Relationship Management (CRM) solutions+ Proven ability within a complex sales cycle, to sell the value of solutions through a consultative approach to the C-Suite+ Highly analytical, strategic thinker with the ability to translate between strategic business decisions and their implications.+ Knowledge of the government procurement and contracting processes+ Present with confidence, the ability to perform successful contract negotiations+ Establish a firm understanding of healthcare industry trends+ High degree of competency in working with and creating spreadsheets and client presentations+ Strong written and oral communication skillsPreferred Technical and Professional Expertise+ Analytics or related experience a plus+ Proven track record of client success+ Knowledge of Consulting Services business a plus+ Experience selling or delivering services strongly preferred+ Bilingual in English and French would be an assetMust be eligible to work in Canada without sponsorshipAbout Business UnitIBM Watson Health is pioneering a new partnership between humanity and technology with the goal of transforming global health and revolutionizing many aspects of the medical and pharmaceutical industries, as well as government sectors. We aspire to improve lives and give hope by delivering innovation to address the world's most pressing health challenges through data and artificial intelligence insights.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 StatementThis role will involve working with technology that is covered by Export Regulations sanctions. If you are a Foreign National from any of the following US sanctioned countries (Cuba, Iran, North Korea, Sudan, and Syria) on a work permit, you are not eligible for employment in this position.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.