9 days old

Client Solutions Executive - ASEAN

  • Job Code

Your Role and Responsibilities
The Client Solution Executive (CSE) is the lead IBM sales executive on a complex services engagement, responsible for the overall transaction, and sales and marketing effort. The CSE is responsible for the development and submission of highly complex IBM Services and Solution proposals. This includes articulating and presenting IBM proposals to senior client executives (C-level, Board of Directors and evaluation committees) as well leading the resulting negotiations with the clients negotiation team to agree the scope, price and commercial terms of the final contract, to close the deal.

What will I be doing?
You will develop an in-depth understanding of our client's business, goals, strategies and industry trends and directions.
You will lead multiple opportunities and have assigned contract signings, expense, and customer satisfaction targets for the opportunities you lead.
You will lead large, multi-disciplined teams, and integrate products and services into complex solution proposals required to meet the customer requirements.
Develop the strategy that will win the business, including scope and solutioning approach, teaming arrangements, alliances, subcontractors, competitive tactics and responses.
You will successfully articulate the winning strategy to the deal team in order to produce a coherent proposal and to internal executives and approval boards in order to gain approval to submit.

What skills do I need?
You will have the ability to develop an in-depth knowledge of client's major IT architectures, systems, information flows, applications.
In-depth working knowledge of the industry and an ability to market very complex IBM solutions, products and services that are specific to an industry.
Ability to understand the framework within which an industry operates and the underlying competitive forces at work and make decisions based on scope to best meet client's objectives.
You will be skilled in anticipating future client problems and developing realistic visions and strategies based on risk management plans.
You will have the ability to present the solution and commercial construct and make cogent arguments as to why it best meets the clients requirements.

About Me
Adaptable and flexible to meet business commitments; handling multiple tasks concurrently, and easily adapting to new assignments, systems and tools.
A strong communicator able to produce clear, concise, accurate written communication, clearly conveying thoughts and ideas to peers, management and customers.
Customer-centric, displaying willingness to understand diverse points of view.
Deep industry knowledge and experience with specialisation in target solutions.
Uses skill and experience to craft solutions beyond packaging of single products or services.
Accountable and willing to assume ownership, completing commitments on time.

Required Professional and Technical Expertise
As above

Preferred Professional and Technical Expertise

About Business Unit

Your Life @ IBM

About IBM

Location Statement

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



  • Computers Software and Hardware
Posted: 2019-08-10 Expires: 2019-09-09

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