Client Project Executive
At 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 Responsibilities
Role: Project Executive
Be the primary focal point and owner for all activities on a large complex contract. Accountable for meeting revenue, profit, and growth objectives and for improving overall customer satisfaction targets. Responsible to build and maintain strong client relationships at all levels with the objective of being a trusted business partner. Proactively works with client to identify their business objectives, priorities and directions, critical success factors and applies this knowledge to establish and implement an Account Strategy.
Understand the competition and works with the client to identify potential areas of growth and ensures growth plans are tied into overall account plan to stem contract erosion. Anticipate and proactively identifies and applies current and future industry business trends that could impact the clients business. Perform contract crisis management, manages contract scope, commitments, and responsibilities of all parties. Create and maintain a high performing account team (globally as required) with a responsibility for people development, motivation and delegation. Lead teams, including team IBM to execute contract terms & conditions and drive contract growth enabling breakthrough thinking, conflict resolution, effective communications and managing any cultural differences. Ensure Delivery manages all major program / project schedules and contract deliverables that support the client's business with a focus on delivering on every commitment made to the client. Understand and apply IBM selling techniques to identify business opportunities and leverage resources in closing new business with the client. Anticipate risks & negative trends, effectively assesses these factors and implements the Risk Management System to mitigate events that could jeopardize the contract and revenue goals. Ensure an effective communications plan is in place between the client, account team and team IBM with the goal of no organization being surprised. Individuals will participate in or be responsible for the creation, harvesting, protection, and reuse of intellectual capital.
Participate in IBM Global knowledge sharing and management that is the key to IBM's success. Individuals will participate in or be responsible for the creation, harvesting, protection, and reuse of intellectual capital. Individuals will participate actively in knowledge sharing activities like communities of practice, forums, conferences and/or other knowledge exchange.
Build and maintain strong business relationships with clients and all relevant stake holders. Immediately earn and grow client confidence with an end objective to be a trusted business partner. Own activities and manages relationships at all functional / executive levels throughout IBM and the client's organizations.
Understand dynamics of the client's political and cultural environment to create a mutually beneficial relationship with the client's executives to grow the account. Proactively works with the client to understand all priorities, define future business plans and translate these plans into tactical plans that include forecasting resources, priorities and costs. Create and maintain a high performing account team (globally as required) to support the contract and client's business. Ensure Delivery manages all major program / project schedules and contract deliverables that support the client's business with a focus on delivering on every commitment made to the client. Lead and own all IBM contract commitments / crises and responsibilities of all parties, including subcontractors and 3rd party vendors not managed by Service Delivery. Understand and apply IBM selling techniques to identify business opportunities and leverage resources in closing new business with the client. Has applied knowledge of Project Management methodologies, processes and tools. Is a leader in driving new or existing business to achieve or exceed revenue and profit objectives with a focus on contract erosion making all appropriate IBM and client trade-offs.
Effectively execute business and financial management principles and forecast business performance accurately. Incorporate customer business plans into overall account strategy and applies this knowledge to day to day operations of the account. Ensure account coverage model and account plans are developed and operational for the account. Participates in the PE Mentoring and PE Development Model processes.
Communication / Negotiations:
Manage and lead individuals and teams by setting directions, communicating, and exhibiting effective leadership behaviors to manage business and processes with a customer centric view. Lead negotiations which result in win-win additions and changes to existing agreements and commitments between IBM, client, suppliers, and other IBM organizations. Manages conflicting interests of IBM and the client so both sets of objectives can be optimized. Ensures value / thought leadership is provided to the client issues and constantly monitors expectations to address. Work with the client and team IBM to validate the importance of issues, potential benefits, impact and value to the functional area and/or organization. Establish a Governance Model for interacting with the customer and coordinates IBM interactions. Ensure lessons learned are documented and learned by all involved in the account with the objective of not repeating the same problem. Ensure an effective communications plan is in place between the client, account team and team IBM with the goal of neither organization being surprised. Leads attainment of customer / contract commitments and develops a positive view of IBM to grow the customer into a reference account., Owns and manages the required metrics appropriate to manage contract performance against targets.
Required Professional and Technical Expertise
- 7-10 years experience as Client Project Executive
- Handling regional sales across ASEAN
- Has experience leading sales team, collaborating with project team, technical team, back end support team
- Familiar dealing with C-suite clients
- Fluent in English and Thai language
Preferred Professional and Technical Expertise
About Business Unit
At 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 this 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 @ IBM
What 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.
IBM'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.
For additional information about location requirements, please discuss with the recruiter following submission of your application.
Being You @ IBM
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.
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