Cognitive Data Leader (s)
One of the most successful client initiatives in IBM's history is our Integrated Account (IA) program. Since its launch 15 years ago, the program has allowed us to serve with consistency and excellence our top, brand-name clients worldwide. Through years of technology cycles, the IA program focuses on delivering innovations and our total portfolio to our strategic accounts. These clients are a significant portion of IBM's revenue. They are bellwether companies in their industries, prized by IBM and envied by our competitors.
The Cognitive Data Leader is a key role in the IA program.
As the senior IBM Data and Artificial Intelligence (AI) domain expert seller (sales) on the integrated account, responsibilities include:
Overall account strategy for IBM Cloud Data and AI, including OI initiatives
Accountable for all IBM Cloud Data and AI services annual contract value, revenue performance, and client success as measured by client adoption and expansion of cloud based data and AI portfolio of offerings
Responsible for end-to-end deal progression from ideation through to closure
Cultivates long term relationships with client buyers and influencers of data and AI architectural decisions
Responsible for detailed interpretation of business requirements as input to data and AI solution design process
Leads and coordinates Subject Matter Experts (SMEs) and technical resources from the business Units to align on IBM Cloud data and AI opportunities, and to design a scalable, cohesive solution for the client
Differentiates IBM Cloud Data and AI solutions vs. competitors
Portfolio optimization to meet any constraints of the deal (e.g. client budgets, skills availability, complexity etc.)
Drive the client innovation agenda around Cloud data and AI adoption.
Primary linkage back to IBM Data and Analytics Unit Business Leaders for the account.
Key Measurement Areas:
Revenue & Profit
Skills Leadership & Giveback
Required Technical and Professional Expertise
Expert level in articulating IBM's Data and AI solutions in the cloud and showing value and key patterns of consumption - Data Science, Data and Analytics and Cognitive solutions.
Experienced level skill of data and AI services on the IBM Cloud - Watson APIs, Virtual Agent, DSX, database services
Experienced level vertical industry knowledge. Ability to articulate business models, value, pricing, terms.
Experienced level skill in Design Thinking & Agile methods.
Experienced level in creating thought leadership in the account on our data and AI initiatives
Experienced level in demonstrating solutions and prototyping data/AI solutions
Ability to build and lead account strategy including articulation of IBM's unique value to the C-suite.
Preferred Tech and Prof Experience
Able to envision opportunities and create strong value props-helping client identify high-value data and AI entry points (e.g. new applications, transforming existing applications, or starting a cloud sandbox)
Demonstrated ability to establish IBM Cloud
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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