IBM Complex Deal Maker / Client Solution Executive (CSE) (m/w) in Köln, Germany
The Client Solution Executive is the lead sales person on a strategic outsourcing engagement and is responsible for the overall sales effort.
This comprises the development and closing of highly complex information technology solutions to senior client executives, which can include the CEO, CFO, CIO, Board of Directors and evaluation committees. The CSE is required to have an in-depth understanding of the client's business, goals, strategies and industry trends and directions. These opportunities are typically large, complex and highly competitive sales situations that are often global in scope.
The CSE defines the strategy and leads the Sales Phase of the prospective Outsourcing Engagement to a successful conclusion, developing and shaping the deal, while constantly addressing the effectiveness of the win strategy to maintain the focus on the conclusion of the contract.
The Client Solution Executive is responsible for leading large, multi-disciplined teams, and integrating products and services required to meet business needs. They may lead multiple opportunities concurrently although typically in different sales stages and have assigned contract signings, expense, and customer satisfaction targets for the industry they support.
Builds and manages frequent and long-term strategic relationships with executive management within IBM and customers in order to ensure the basis for solid and sustainable outsourcing business relation
Develops a customer engagement strategy and ensures timely customer engagement at appropriate levels with appropriate messages
Win Strategies and Value Proposition:
Develops effective strategies for winning in a competitive environment
Creates an innovative and compelling value proposition
Leverage all products, technology and services within IBM and from partner organizations to differentiate the offering
Addresses the effectiveness of the win strategy constantly
Shaping Outsourcing Business Solutions:
Drives the development of Outsourcing Business Solution specific to Customers` business requirements
The candidate partners with sub-contractors and is validating their contribution to the overall value proposition and their capabilities to deliver.
Develops and directs the negotiation strategy
Takes a leading role in the negotiation and takes key responsibility for the closure of the contract agreement
Takes responsibility for the negotiation strategy and is one of the key negotiation team principles
Provides leadership in successfully managing the development of business opportunities
Establishes the Engagement Team and guides the team to capitalize on business opportunities
Has Authority and Freedom of control within the role capacity to call upon the necessary heads of business for successful execution of bids
Knowledge and Relationship Transfer:
- Following the conclusion, the CSE ensures the hand-over of knowledge and work products to the Outsourcing Account, Project and Service Delivery Teams
For this position, a degree (university or technical college) in Engineering or IT is necessary.
FOR AUSTRIA ONLY: Reference Salary EUR 67.340,
,- p.a. Possibility for overpayment is based on education and experience
Required Technical and Professional Expertise
Information Technology with focus on Infrastructure, IT as Service and Hybrid Cloud Architectures
Outsourcing Framework, Proposal Management, Value Selling, Conflict Management, Contractual Change Management, IT Benchmarking Methods, Enterprise Architecture, Consulting, Negotiation Techniques, External advisor processes
IBM Portfolio, Contractual Law and Legal Regulations, Delivery Models
Market Knowledge: IT Services and Outsourcing (IT&BPO) markets, competitor portfolio and win strategies
Business fluent English and German
Preferred Tech and Prof Experience
Experience within the IT industry, preferably in an outsourced environment with a proven track record of success in the following:
First hand experience as an Engagement Manager within a similar organization
The development, management and integration of computer information systems
Business management experience, including contract management and Profit &Loss responsibility
Leading project teams in typical global, virtual, matrixed environment with regard to cross-sector and cross-market experience in outsourcing environments
Demonstrable experience in all aspects of the planning and delivering of proposals
Provide leadership and focus in line with the IBM Leadership Framework’s disciplines to, for example, establishing management commitment; managing geographically dispersed engagement teams
Experience in working with international teams, dealing with conflict and working in different corporate cultures
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.