IBM Client Solution Executive in MILANO, Italy
The Client Solution Executive has the responsibility for successfully selling and negotiating one-of-a-kind complex business relationships.
They lead sales engagements, selling solutions to complex IT and business requirements. Part of their initial responsibility can include working with the opportunity identifier 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, establish beneficial pricing that is highly competitive and close the opportunity.
In so doing, they must demonstrate a clear understanding of the customers business, organization, culture and the compelling reasons to act and manage the third party consultant relationship (if applicable).
Strategic outsourcing engagements are characterized by a complex combination of technical, business, financial, and human resources 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 (which typically leverages IBM and creates value), 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
Please refer to the Job Description
Preferred Tech and Prof Experience
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.