GBS - Client Solution Executive - Associate Partner

Last updated 1 hours ago
Location:Adelaide, Australia, Brisbane, Canberra, Darwin, Hobart, Melbourne, Perth, Sydney
Job Type:Full Time

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 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 client’s 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 client’s 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.

    Domains Areas
    Sectors Services Growth Platforms
  • Financial Services, Banking, Insurance
  • Public Sector, Health
  • Distribution, Retail, Consumer Products
  • Industrial Services, Oil & Gas, Mining
  • Telecommunications, Utilities, Media
  • Digital Strategy and iX
  • Cognitive Process Transformation

  • Required Technical and Professional Expertise

Same as above

Preferred Technical and Professional Expertise
Same as above

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.

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.