CSE - Strategic Sales

Job Description
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. Responsibilities: Relationship Management, Win Strategies and Value Proposition, Shaping Outsourcing Business Solutions, Contract Negotiations, Leadership within Engagement Team.

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, French and Dutch

Preferred Tech and Prof Experience

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

EO Statement
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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