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.