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Introduction
An Account Manager within IBM works as part of a team to support client transformation, adoption and consumption of IBM's hybrid cloud, data, and AI solutions. With deep knowledge of Financial Services and sufficient technical skills, you'll translate customers' requirements into cross-product portfolio architecture and deliver effective messaging in the context of use-cases and critical, technology decision points.
With executive-level presence you'll strategically advise clients across business and technological matters. You'll co-create across customer and IBM teams to prove the value of IBM's products, service and people through demos, proof of concepts (POCs) and minimal viable products (MVPs). Our sales environment is fast-paced and supportive. Always connected to a wider team, you'll be surrounded by other managers and colleagues. People who are always willing to help and be helped compel clients to continually invest across IBM's suite of solutions.
Your role and responsibilities
As a world-class, resourceful sales leader you'll integrate and lead a network of multi-skilled sales teams across IBM, 3rd party seller Partners, and customers. Coordinating unique, experiential sales engagements, you'll establish deep levels of trust that lead to increases in share-of-spend among clients' IT investment decision makers.
Championing an entrepreneurial, growth-mindset, you'll coordinate the delivery of value by embodying client-centricity, applying industry expertise, and leveraging technology skills that drive accelerated value and success for clients.
Your primary responsibilities will include:
- Customer Relationship: Manage all aspects of your customer relationship and establish IBM as a trusted partner, across IBM's entire technology portfolio, to drive strategic innovation and results – for IBM and your clients.
- Technology and Industry Expertise: Combine contemporary cloud, data, AI, automation, security, and /or storage skills with industry expertise and an understanding of your client's business to influence strategy, deliver value, and accelerate client success.
- Sales Team Management: Lead an extended IBM, client, and /or seller partner team through the end-to-end sales process and progress opportunities to closure. Collaborative Framing: Collaborate with other sales leaders and customer contacts to frame the opportunities and business value in order to prioritize co-creation sales engagements.
Required education
Bachelor's Degree
Required technical and professional expertise
- Veteran-level Sales Success: Proven track record of success in complex technology sales and account relationship /development environments.
- Industry Expertise: Deep expertise about Financial Services
- Technology Proficiency: Solid credibility and confidence around cloud, data & AI, automation, security, and storage technologies, in addition to experience with contemporary methods for co-creating client solutions.
- Communication and Collaboration Skills: Palpable people, communication, and collaboration skills, with a proven record of executive-level networking and influencing throughout the successful closure of complex technology sales cycles.
Preferred technical and professional experience
- IBM Product Experience: Experience of working with any of IBM's products and services (training across IBM's product suite will be provided).