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IBM Director, Key Account Coverage Segment Leader in Boston, Massachusetts


As a Business Sales & Delivery Executive, you will support IBM’s consistent growth by bringing to the table your business development, sales, account management, and delivery skills. Picture yourself working with a highly motivated, highly successful team with a proven sales record in IBM’s top technologies. If you’re ready to bring insights and experience in areas such as IoT, Blockchain and digital transformation, we are ready to offer you a best in class career development.

Your Role and Responsibilities

Promontory Financial Group (“Promontory”), an IBM Company, is a global leader in strategy, risk management, and compliance consulting. Promontory excels at helping clients resolve critical issues, particularly those with a regulatory dimension.

Founded in 2001 by Chief Executive Officer Eugene A. Ludwig, former U.S. comptroller of the currency, Promontory became a wholly owned subsidiary of IBM in 2016. Our unique domain expertise, combined with IBM’s world-class technology, allows us to resolve challenging national and cross-border issues in banking, securities, commodities, financial instruments, markets, and insurance.

Promontory professionals have unparalleled regulatory experience and insight, and provide our clients with frank, proactive advice informed by best practices and regulatory expectations. Promontory is a leading strategy, risk management, and regulatory-compliance consulting firm focusing on the financial services industry. Our professionals, with deep expertise gained through decades of leadership at regulatory bodies, Fortune 100 corporations, and consultancies, help entities understand and implement global and national financial services regulation.

The Senior Director Key Accounts role is responsible for running one of our key account coverage segments and in that role for identifying and driving $10 million in signings across the in-segment banks during calendar year 2021.

The Senior Director Key Accounts is responsible for:

  • Knowing each, in portfolio, account, its strategy, its organization and for maintaining relationships with key contacts in the account(s) and within market segments, so as to identify needs and market trends.

  • Developing and executing effective semi-annual, segment level and account level plans, that drive successful relationship building, prospecting and sales activity, leading to on or above plan revenue generation.

  • In support of identifying opportunities for our practice groups, establishing and maintaining an optimized range of professional relationships with key decision makers and key influencers, in business units aligned to the solutions we are emphasizing.

  • Leveraging the account relationships to identify issues, working with the solution centers to map the issues to solutions, setting “pitch” meetings, developing a robust pipeline and winning business that enables the achievement of the signings and revenue plans.

  • Driving comprehensive and timely segment reporting, effective pipeline management and periodic segment meetings in support of goal achievement.

  • Collaborating effectively across IBM and PFG Promontory Financial Group to cross-sell, upsell and maximize our account footprint.

Required Technical and Professional Expertise

  • 15+ years of experience working in a corporate or commercial bank, consulting firm, or a financial services vendor as a strategic, large account manager, preferably globally, for one or more of the largest financial institutions, focused on their risk and/or compliance functions.

  • Demonstrable history of building long-term relationships with customer satisfaction and client retention

  • Ability to work well in a changing environment while maintaining discipline to achieve goals

  • Polished presentation, interpersonal and networking skills

  • Keen to learn and willing to get involved in a wide variety of projects

  • Passionate self-starter with the drive to achieve and surpass objectives

Preferred Technical and Professional Expertise

  • Relationships in the North American banking industry, including rolodex of CRO and CCO contacts

  • Experience in sales and account management

  • Knowledge of the key risk and compliance functions within a bank

  • Insights and opinions into the applicability of financial technologies such as Cloud, Cognitive, Blockchain, etc.

About Business Unit

IBM Services is a team of business, strategy and technology consultants that design, build, and run foundational systems and services that is the backbone of the world's economy. IBM Services partners with the world's leading companies in over 170 countries to build smarter businesses by reimagining and reinventing through technology, with its outcome-focused methodologies, industry-leading portfolio and world class research and operations expertise leading to results-driven innovation and enduring excellence.

Your Life @ IBM

What matters to you when you’re looking for your next career challenge?

Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

Impact. Inclusion. Infinite Experiences. Do your best work ever.

About IBM

IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.

Location Statement

For additional information about location requirements, please discuss with the recruiter following submission of your application.

IBM intends this job to be performed entirely outside of Colorado.

Being You @ IBM

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, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.