8 days old

Industry Client Leader - Industrial Manufacturing - MidAtlantic

Multiple Cities, Multiple
  • Job Code

At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your Role and Responsibilities
The Industry Client Leader (ICL) is the integrator of IBM for the client, responsible for overall client satisfaction by managing key relationships and ensuring the client derives value from IBM.

A successful Industry Client Leader:
  • Understands the client's organization and culture
  • Identifies and executes the plan to get "new buyers"
  • Develops and executes a relationship plan to address both Line-Of-Business organizations, leveraging other subject matter experts, executives, and thought leaders as needed to provide value to the client
  • Builds relationships with senior client executives, earning a reputation as one of the client's trusted business advisers
  • Demonstrates a high level of business acumen and applies a thorough understanding of the client's business, organization, strategy and financial position
  • Skilled in consultative selling, with a deep understanding of the client's needs and IBM's capabilities
  • Understands and navigates IBM to identify, acquire and coordinate a team of critical resources needed to address client needs. The ICL integrates IBM in front of the customer providing one face, one IBM strategy for the client
  • Understands IBM business and brand strategies and how these translate into solutions which address clients needs. Facilitates helping the brand teams get transactional business done

The ICL's deep skills are in understanding the client's industry and business. The ICL needs to maintain a thorough understanding of/keep current on the client's industry, including industry trends, industry business processes, industry financial measurements and performance indicators, and key client competitors in their industry.

The ICL leads the development of the overall territory and individual account plans with primary responsibility for identifying and prioritizing opportunities and developing client-valued solutions involving multiple brands and elements. The role involves opportunity identification, working with the extended team to close transactional sales for all IBM Brands (hardware, software, services, IBM Global Financing) with a focus on Industrial Manufacturing market, and leading the combined sales teams in efforts that drive revenue and maintain high customer satisfaction.

Preferred locations include: Newport News, VA; Greater DC; Raleigh/Charlotte, NC; Greater Chicago area; Peoria, IL

Required Technical and Professional Expertise
  • 10 plus years of selling cross brand services led value to clients
  • Strong business acumen, in pulling together Reason to change business cases associated with both business value, ie cognitive enterprise, as well as IT cost, Journey to cloud/Modernization of IT

Preferred Technical and Professional Expertise
  • Industrial Manufacturing market segment (experience with Ship Building or Construction/Mining manufacturing a plus)
  • Customer engagement, services, support, spare parts and financing value stream

About Business Unit
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The companys Global Markets organization is a strategic sales business unit that manages IBMs global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients growth and innovation.

By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

Your Life @ IBM
What matters to you when youre 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
IBMs 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.

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: 2019-11-14 Expires: 2019-12-14

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Industry Client Leader - Industrial Manufacturing - MidAtlantic

Multiple Cities, Multiple

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