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IBM Account Growth Executive Cloud Application Innovation Services in Austin, Texas

Job Description

Cloud Application Innovation (CAI) is part of IBM’s Global Business Services organization, focused on helping clients accelerate their journey to the cloud to achieve their Business and Digital Transformation objectives. With IBM’s industry leading end-to-end capabilities, we partner with clients to advise them on their journey to migrate, modernize, innovate and manage their businesses on high performing, open, multi-cloud and hybrid cloud solutions.

The Account Growth Executive (AGE) is a sales executive role responsible for pursuing new opportunities across one/multiple accounts.

Role & responsibilities include:

  • Providing winning solutions to client business challenges

  • Driving business development focused on application and cloud innovation services

  • Establishing and maintaining executive relationships to position IBM in the sales territory by analyzing client’s business, goals, strategies, industry trends and directions

  • Exhibiting thought leadership and forming strategic relationships to provide the client value (e.g., cloud strategies, 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

  • Developing and executing account growth initiatives by closely working with Account Partners, Delivery Executives and other cross-brand teams

  • Responsible for developing pursuit strategies and integrating products and services required to meet client needs

  • Developing compelling client value propositions and client deliverables and responses, including request for proposal response (RFP), statements of work (SOWs), and oral presentations

  • Leading commercial and technical negotiations with senior client executives & stakeholders

Success is measured by the following business metrics:

  • Contract signing (measured in TCV)

  • 4 Quarter rolling pipeline coverage against target (New opportunity identification, validation, and qualification)

  • ​Prior experience in Sales and/or Business Development for Application Development and Maintenance services is required. Candidates should also be familiar with the following techniques, technologies, and platforms:

  • Cloud strategies and cloud-based delivery of Applications

  • Application migration, modernization and cloud-native application development

  • Design Thinking, Agile, DevOps and CI/CD, and automated testing methodologies

  • Automation, RPA and AI solutions

Characteristics of a strong candidate include:

  • Proven success in developing mutually beneficial relationships in a sales executive role

  • Telecommunications industry experience and knowledge of industry trends and solutions

  • Proven leadership capabilities in a group environment

  • Effective communication and presentation skills

  • Self-directed and goal oriented

  • Creativity

  • Strong project management capabilities

  • Well organized & Team Player

  • Provide references for past experience

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BENEFITS:

Health Insurance. Paid time off. Corporate Holidays. Sick leave. Family planning. Financial Guidance. Competitive 401K. Training and Learning. We continue to expand our benefits and programs, offering some of the best support, guidance and coverage for a diverse employee population.

  • http://www-01.ibm.com/employment/us/benefits/

  • https://www-03.ibm.com/press/us/en/pressrelease/50744.wss

CAREER GROWTH

Our goal is to be essential to the world, which starts with our people. Company wide we kicked off an internal talent strategy program called Go Organic. At our core, we are committed to believing and investing in our workforce through:

  • Skill development: helping our employees grow their foundational skills

  • Finding the dream job at IBM: navigating our company with the potential for many careers by channeling an employee’s strengths and career aspirations

  • Diversity of people: Diversity of thought driving collective innovation.

CORPORATE CITIZENSHIP

With an employee population of 375,000 in over 170 countries, amazingly we connect, collaborate, and care. IBMers drive a corporate culture of shared responsibility. We love grand challenges and everyday improvements for our company and for the world. We care about each other, our clients, and the communities we live, work, and play in!

  • http://www.ibm.com/ibm/responsibility/initiatives.html

  • http://www.ibm.com/ibm/responsibility/corporateservicecorps

Required Technical and Professional Expertise

The following is required:

  • At least 10 years of experience in Information Technology services across multiple industries

  • At least 5 years of experience in selling application management services in one or more of following industries: Energy & Utilities, Telecommunications and/or Media & Entertainment.

  • At least 3 years of experience in selling cloud related services that includes one or more of IBM Cloud, AWS Cloud, Microsoft Azure, Google Cloud Platform, etc.

Preferred Tech and Prof Experience

  • At least 15 years of experience in Information Technology services across multiple industries

  • At least 8 years experience in selling application management services in Energy and Utilities.

  • At least 3 years experience in selling cloud related services that includes one or more of IBM Cloud, AWS Cloud, Microsoft Azure, Google Cloud Platform, etc.

EO Statement

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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