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Client Solution Executive: GTS Infrastructure Services (341518BR)


Executive Director




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 ResponsibilitiesThe Client Solution Executive has the overall responsibility for successfully selling and negotiating multi-year complex business relationships to senior client executives, which can include the CEO, CFO, CIO, Board of Directors and evaluation committees. They lead sales engagements, selling solutions to meet complex IT and business requirements. They are required to have a strong understanding of the client's business, goals, strategies and directions. Detailed knowledge of the industry trends, directions as well as competitive strategies and offerings are essential. Partnering with other companies is frequent to enhance IBM's solution or relationship with the client. Part of their initial responsibility can include working with the BDE/OI in the final stages of deal qualification. Once an opportunity is qualified, they are responsible for assembling the IBM sales engagement team, managing the team (which can involve hundreds of people) and economically managing the substantial engagement budget. They must also manage the customer relationship, participate in complex solutioning (including using as many standard offerings as possible), establish beneficial pricing that is highly competitive and close the opportunity. They must demonstrate a clear understanding of the customers business, organization, culture and the compelling reasons to act. In addition they will work and manage the third party consultant relationship (if applicable). Strategic engagements are characterized by a complex combination of technical, business, financial, and human resource issues related to the strategic and tactical direction of customers. Change (such as economic conditions, financial performance, global competition, business strategy, mergers, acquisitions, and growth) tends to be the driving factor in these engagements. These are normally large, complex and highly competitive sales situations that are often global in scope and engagement negotiations are conducted at the highest levels. This role must be an extraordinary team leader, an astute business person, exhibit exceptional business insight, show executive/boardroom presence and outstanding judgment. They must be creative enough to devise and articulate a unique and compelling value proposition so that customer decision-makers clearly grasp the short and long-term business and financial value of a relationship with IBM.Required Technical and Professional Expertise.Preferred Technical and Professional Expertise.About Business UnitAt Global Technology Services (GTS), we help our clients envision the future by offering end-to-end IT and technology support services, supported by an unmatched global delivery network. It's a unique blend of bold new ideas and client-first thinking. If you can restlessly reinvent yourself and solve problems in new ways, work on both technology and business projects, and ask, "What else is possible?" GTS is the place for you!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 @ 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.