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Executive Director



South Africa

IntroductionAs a Business Sales & Delivery Executive, you will support IBM's consistent growth by bringing to the table your business development, sales, account management, and delivery 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 IoT, Blockchain and digital transformation, we are ready to offer you a best in class career development.Your Role and ResponsibilitiesAs one of the world's leading consulting services organisations, IBM Global Business Services (GBS) mission is to be the Cognitive Enterprise and Hybrid Cloud journey partner for our clients. What does all this mean? Leading organisations globally are now building what IBM calls the Cognitive Enterprise, that is:+ guided by AI-infused insights and intelligent workflows,+ differentiated by exponential technologies,+ fuelled by clean, reliable, actionable data,+ characterised by experience-led, digital transformation,+ built for change on open & flexible hybrid clouds.IBM GBS Southern Africa is on a significant growth trajectory and is currently expanding its offerings and strengthening its go-to-market across key clients and industries. Our manta is 'Playing to Win' and we aim to do this by:+ providing the breadth and depth of services and innovation to bring each layer of the Cognitive Enterprise enabled by Hybrid Cloud to life for our clients,+ being the eminent professional services provider in the Southern African market in digital, cloud and cognitive transformation and innovation,+ delivering high quality and innovative solutions that create success for our clients, for IBM and for our people.GBS consists of 3 key growth platforms, which house our innovative service offerings, technology value propositions, industry solutions:1. Enterprise Strategy and iX (Interactive Experience)2. Cognitive Process Transformation3. Cloud Application and InnovationOne of the key pillars of our go-to-market success is our strong platform and partner ecosystem which includes leaders such as Salesforce, SAP, Adobe, Redhat, AWS, Azure etc.IBM GBS provides transformational cross-industry solutions as well as industry specific solutions, enabled by our growth platforms partner ecosystem.**Your role**+ Building relationships across key clients in the Telco industry.+ Building relationships within IBM to continuously grow and understand key offerings and client value proposition+ Opportunity identification, pipeline generation and successfully close medium to large deals+ Maintain oversight and manage client satisfaction during the implementation of services that have been sold.+ Formulating, owning and executing client strategies and account plans.+ Achieving sales targets and related KPI's+ Keep abreast of industry trends and specific client strategies and challenges+ Generating proposals, shaping deals, managing bid teams and managing the end-to-end sales process.+ Driving focussed marketing, client campaigns and eminence building activities.+ Work with internal IBM brands and external partners to generate pipeline and close deals at targeted clients.+ Coaching and mentoring younger talent.+ **Develop deep, trusting and enduring relationships with key members of the client's senior leadership and deep insights into their business****Your profile**+ Tangible C-suite and senior management relationships at key clients in the South African (and other African Opco's) Telco industry.+ Experience in selling large-scale and/or transformational consulting solutions and propositions to the major Telco's and/or specific OpCo's.+ Experience in managing and/or having oversight of the implementation of large-scale and/or transformational projects for the major Telco's and/or specific OpCo's.+ Team player+ Experience in owning, managing and guiding client account teams and bid teams+ Formulating and executing sales and client account plans+ Experience in formulating go-to-market strategies and pipeline generation+ Experience in successfully shaping and winning high-value deals+ Experience in managing the sales process end-to-end, that is, within the IBM process and client processes.+ Working understanding of modern exponential technologies and concepts such as Cloud, Artificial Intelligence, Machine Learning, Blockchain etc.+ Industry EminenceGBS10APRequired Technical and Professional Expertise+ Bachelor's Degree+ At least 10 years consulting experience (sales and delivery)+ At least 5 years of sales experience, winning high value deals.+ Ideally have excelled in a similar role at another leading consulting and/or professional services firmPreferred Technical and Professional Expertise+ Bachelor's Degree+ At least 10 years consulting experience (sales and delivery)+ At least 5 years of sales experience, winning high value deals.+ Ideally have excelled in a similar role at another leading consulting and/or professional services firmAbout 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.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 StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.Being You @ IBMAffirmative Action and/or EE candidates will be given first preference as per our employment equity strategies.