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IBM Account Growth Executive - Cloud Application Services (Healthcare) in Atlanta, Georgia

Introduction

Your Role and Responsibilities

Preferred Location: Indianapolis, IN or Chicago, IL

Cloud Application Innovation (CAI) is part of IBM’s Global Business Services organization and is responsible for delivering application development and maintenance, Application migration to Cloud, Application modernization, Custom and Enterprise Apps (SAP, Oracle, Workday, etc) development and management, and Application portfolio rationalization services for client. The Account Growth Executive (AGE) is a sales and solution leader responsible for account mining, generating and leading new growth opportunities across existing accounts.

Key job responsibilities include:

  • Develops and sustains executive relationships at assigned accounts

  • Achieves Annual, and Quarterly Signings & Revenue targets

  • Develops and executes growth initiatives

  • Opportunity identification and progression

  • Serves as the single point of client contact for the specific opportunity being pursued

  • Exhibits thought leadership and forms strategic relationships to provide the client value (e.g., ADM efficiencies, market trends, regulatory support) while maintaining an effective partnership with the client's executive management and key individuals who influence client decision making

  • Analyzes client’s business, goals, strategies, industry trends and directions

  • Develops client deliverables such as a request for information (RFI), request for proposal response (RFP), statements of work (SOWs), and oral presentations

  • Defines proposal format, tables of contents, develops proposal input per plan, authors final proposal ensuring consistency of content and integration, develops proposal risk assessment for review, schedules & leads the review, leads presentations to client, reviews & approves final proposal, participates in lessons learned activities, leads win-loss review, participates in due diligence

  • Integrates products and services required to meet business needs

  • Leads commercial and technical negotiations to senior client executives & stakeholders

  • Actively participates in developing the team’s goals and managing to deliver the agreed upon objectives

  • Effectively manages multiple client opportunity

  • Account mining

  • Solution Design and Proposal creation

  • Pricing which is translated as client value proposition

  • Contracting and Negotiations

  • Engagement Oversight

Success is measured by the following business metrics:

  • Signing (new contracts)

  • Total Revenue Growth

  • Pipeline Coverage (New opportunity identification, validation, and qualification)

The ideal candidate will have experience as Account Executive/ Client Partner/ Account Manager responsible for identifying, shaping and selling opportunities in:

  • Application Development and Maintenance services

  • Testing

  • Agile application development and maintenance services

  • Cloud based delivery of Applications

  • DevOps and integration platforms

  • Cloud Application Migration Services

  • Application portfolio optimization/transformation services

Required Professional and Technical Expertise

  • 7+ years of selling Application Development and Maintenance services

  • 5+ years of selling Cloud, Testing, Cognitive / Automation

  • 7+ years of Client relationship management, account focused Business development

  • 5+ years in Managing or selling to Healthcare/ Life science industry clients

  • Must be available to spend 5 days a week at client location in Indianapolis, IN.

Preferred Professional and Technical Expertise

  • Strong leadership capabilities

  • Effective communication skills

  • Self-directed and goal oriented

  • Creativity

  • Well organized & Team Player

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 business 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

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.

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