The Client Solution Executive has overall responsibility for successfully selling and negotiating complex, multi-year business relationships with senior client executives, which may include the CEO, CFO, CIO, Board of Directors, and evaluation committees.
They lead sales engagements, selling solutions to meet complex business and IT requirements. They are required to have a solid understanding of the client's business, objectives, strategies, and directions.
A detailed knowledge of industry trends and directions, as well as competitive strategies and offerings, is essential. Partnering with other companies is common to enhance the IBM solution or client relationship.
Part of their initial responsibility may include working with IBM's Industry Business Developers or Client Partners in the final stages of opportunity qualification.
Once an opportunity is qualified, they are responsible for assembling the IBM sales solution team, managing the team (which may involve dozens of people), and financially managing the opportunity budget.
They must also manage the client relationship, engage in complex solutions, establish beneficial pricing that is highly competitive, and close the opportunity.
They must demonstrate a clear understanding of the client's business, organization, culture, and compelling reasons for action. In addition, they will work with and manage the relationship with the external supplier (if applicable).
Strategic engagements are characterized by a complex mix of technical, business, financial, and human resource issues related to the clients' strategic and tactical direction. Change (such as economic conditions, financial performance, global competition, business strategy, mergers, acquisitions, and growth) tends to be the driving factor for these engagements. These are typically large, complex, and highly competitive sales situations and negotiations are conducted at the highest level.
This role must be an extraordinary team leader, an astute business person, exhibit exceptional business acumen, display executive presence, and outstanding judgment. They must be creative enough to devise and articulate a unique and compelling value proposition so that client decision-makers clearly understand the short- and long-term business and financial value of a relationship with IBM.
As a Client Solution Executive, you will support IBM's continued growth by bringing your business development, sales, account management, and service delivery skills to the table. Imagine working with a highly motivated and successful team with a proven sales track record across IBM's core technologies. If you are ready to bring knowledge and experience in areas such as Finance BPO services including digital transformation with Cloud, Automation, and Artificial Intelligence, we are ready to offer you best-in-class professional development.
Required Technical and Professional ExpertiseConsultative salesperson who develops deep relationships and adds value to the client's business over the long term.Team player who can partner with delivery organizations to drive added value.Salesperson capable of building relationships with CxOs and VPs as well as key Finance executives and teams - establish broad relationships across all lines of business with clients.Track record in closing complex deals (consulting and/or BPO) and building relationships with C-suite.Strong understanding of financial modeling in a BPO environment.Strategic business problem-solving skills.Expert in account strategy, account planning, relationship strategy.Ability to understand value-based selling and articulate it to C-level executives.Strong communication and presentation skills with internal stakeholders and customers.Deep knowledge of Finance processes and operations, in particular the Record to Report and Financial Planning and Analysis processes.Experience in operations in the Finance area (under BPO model or not).Familiarity with relevant tools and technologies: Automation (BPM, RPA, OCR), Artificial Intelligence and ERPs (mainly SAP).Ability to survey processes and design BPO solutions. Knowledge of survey methodologies, maturity analysis, benchmarking, application of best practices and technology.Establishment of competitive pricing and preparation of a business case with direct and indirect benefits and business models that integrate operation and technology.Knowledge and experience of the different phases of the project: transition, transformation, service stabilization and continuous improvement.Basic understanding of IT operations, including infrastructure, applications and cloud computing (which support service transformation).Languages – Bilingual English and intermediate Portuguese (desirable).Required EducationBachelor's Degree
About Business UnitIBM Consulting is IBM's consulting and global professional services business, with market leading capabilities in business and technology transformation. With deep expertise in many industries, we offer strategy, experience, technology, and operations services to many of the most innovative and valuable companies in the world. Our people are focused on accelerating our clients' businesses through the power of collaboration. We believe in the power of technology responsibly used to help people, partners and the planet.
About IBMIBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.
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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics.
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