IBM Account Growth Executive - Cloud App Services - Utility Industry in Boston, Massachusetts
Cloud Application Innovation (CAI) is part of IBM’s Global Business Services organization, focused on delivering application management services and cloud application migration services for clients. The Account Growth Executive (AGE) is a sales executive role responsible for pursuing new opportunities across one/multiple accounts.
Role & responsibilities include:
Business development focused on application management and cloud innovation services
Establishing and maintaining executive relationships to position IBM in the sales territory by analyzing client’s business, goals, strategies, industry trends and directions
Develops and executes account growth initiatives by closely working with Account Partners, Delivery Executives and other cross-brand teams
Responsible for developing pursuit strategy and integrate products and services required to meet client needs
Provide guidance and leadership for solution design
Develop complex pricing strategy and translate to compelling client value proposition
Lead internal reviews to obtain executive approvals for deals
Lead commercial and technical negotiations with senior client executives & stakeholders
Provide deal engagement oversight and guide extended team members as needed
Significant amount of time is spent on opportunity identification, progression and deal closure to achieve annual, quarterly, and monthly signings & pipeline targets
Serve as the single point of client contact for the specific opportunity being pursued
Develops client deliverables such as a request for information (RFI), request for proposal response (RFP), statements of work (SOWs), and oral presentations
Effectively manages multiple client opportunities
Exhibits thought leadership and forms strategic relationships to provide the client value (e.g., ADM efficiencies, market trends, regulatory support) while maintaining an effective partnership with the client's executive management and key individuals who influence client decision making
Success is measured by the following business metrics:
Contract signing for brand new opportunities (measured in TCV)
4 Quarter rolling pipeline coverage against target (New opportunity identification, validation, and qualification)
Prior experience in Sales and/or Business Development for Application Development and Maintenance services is required. Candidates should also be familiar with the following techniques, technologies, and platforms – including the applicability to IBM’s clients to drive improved customer service and safety:
Agile and LEAN application development and maintenance services
Cloud based delivery of Applications including DevOps and integration platform
Analytics solutions including cognitive computing
Application Development for Mobile technologies
Security tools including ethical hacking and data privacy
Automation, RPA and AI solutions
Characteristics of a strong candidate include:
Proven leadership capabilities in a group environment
Effective communication and presentation skills
Self-directed and goal oriented
Strong project management capabilities
Ability to navigate multiple business units in a matrix organization
Experience in partnering with 3 rd party solution/product vendors
Well organized & Team Player
Provide references for past experience
Are you interested in taking the next step in your career? Apply today!
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Required Technical and Professional Expertise
At least 10 years of experience in Information Technology services across multiple industries
At least 5 years of experience in selling application management services in one or more of following industries: Energy & Utilities, Telecommunications and/or Media & Entertainment.
At least 3 years of experience in selling cloud related services that includes one or more of IBM Cloud, AWS Cloud, Microsoft Azure, Google Cloud Platform, etc.
Preferred Tech and Prof Experience
At least 15 years of experience in Information Technology services across multiple industries
At least 8 years experience in selling application management services in Energy and Utilities.
At least 3 years experience in selling cloud related services that includes one or more of IBM Cloud, AWS Cloud, Microsoft Azure, Google Cloud Platform, etc.
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.