IBM Client Solutions Executive in Boston, Massachusetts

Job Description

The Client Solutions Executive (CSE) is responsible for closing large, complex, multi-year services agreements with Fortune 500 clients with headquarters in the United States. The CSE position requires experience in selling infrastructure (on prem, cloud and hybrid) security, resiliency, mobility solutions and network. The CSE will develop and lead the execution of effective sales strategies to convince the clients of the business value of IBM's proposal while providing clear differentiation over the competitors. This includes establishing strong working relationships with c-suite executives and their direct reporting management team.

Job responsibilities include:

  • Establish overall sales strategy needed to gain client commitment to execute long term services agreements with IBM

  • Develop solution / pricing strategy needed to meet client requirements, provide business value, and differentiate IBM from its competitors

  • Lead deal teams consisting of pricing, technical experts, legal staff, and negotiations experts

  • Work with IBM executive team to establish and execute an effective coverage strategy

  • Lead negotiations with clients with the support of contract / legal team

May reside anywhere in the US

Required Technical and Professional Expertise

  • Experience - At least 7 years experience selling long term infrastructure outsourcing engagements ranging from $20M- $50M Total Contract Value

  • Leadership - ability to develop sales strategies and provide guidance to engagement teams to meet aggressive timelines

  • Sales: ability to work effectively with c-suite executive across business and finance disciplines, ability to develop effective value positions that align with client requirements and business strategies

  • Teaming: ability to work with large teams from multiple disciplines in an effort to integrate IBM offerings and provide the greatest value in our proposals

Preferred Tech and Prof Experience

  • Experience – 10+ years selling long term infrastructure outsourcing engagements

  • Retail, Consumer Product Good or Travel/Transportation industry experience

  • Previous experience selling Cloud Services and/or must have experience selling AWS or Azure Public Cloud solutions

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.