Client Solution Executive
Position Title: Client Solution Executive
Position Summary and Responsibilities:
The Client Solution Executive is the lead sales person on a strategic outsourcing engagement and is responsible for the overall sales effort.
The Client Solution Executive is responsible for 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. They are required to have an in-depth understanding of the client's business, goals, strategies and industry trends and directions.
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.
Assumes additional responsibilities as assigned.
Master and apply expert knowledge of the client's business, strategies and goals within the industry. In-depth knowledge of the client's major IT architectures, systems, information flows, applications and their links to customers and suppliers.
In-depth working knowledge of the industry and an ability to market very complex IBM solutions, products and services that are specific to an industry. Understand the framework within which an industry operates and the underlying competitive strategies. Recruit partners, form and dissolve alliances in an industry.
Teamwork at highest levels. Leads large, very complex engagement teams responsible for the development of deliverables, such as client proposal and presentations.
Drives and manages an effective partnership with the clients through contact with executive management and individuals that influence executive team. Conducts client negotiations on very complex issues at the senior executive level reaching lasting agreements and commitments.
Anticipates future client problems in industry and information technology trends and develops realistic visions and strategies based on risk management plans. Makes decisions based on scope of the deal and possible trade-offs to best meet client's objectives within the limits necessary to win the contract.
Applies creativity and judgment in developmental work on very complex opportunities or other projects within the business environment.
Develops relationships with clients and external associations to enhance position in the market. Recognized as a leader in the formation of strategic relationships with clients resulting in long-term business solutions that provide client competitive advantage. In-depth knowledge of the industry trends, directions and goals as well as competitive strategies and offerings.
Advises executive team to position long-term strategic issues and solutions. Directs resource team to ensure appropriate quantity and quality of technical/services resources are deployed. Leads team of professionals and provides ongoing guidance in the development of solutions for large or complex opportunities. May leads more than one opportunity concurrently.
Impact on Business/Scope:
Accountable for business unit and specific personal objectives, including contract signings, profit, expense, and customer satisfaction.
Develops the strategies and tactics that will win the business, including teaming arrangement, alliances, subcontractors, competitive strategies, tactics and responses.
Manages to a high level of customer satisfaction. Designs and implements plans to increase customer satisfaction. Has overall responsibility for the final proposal to the client.
Required Technical and Professional Expertise
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.
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