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IBM Account Growth Executive - Cloud Application Services - Communications 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 for brand new opportunities (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 leadership capabilities in a group environment

  • Effective communication and presentation skills

  • Self-directed and goal oriented

  • Creativity

  • Strong project management capabilities

  • Ability to navigate multiple business units in a matrix organization

  • Experience in partnering with 3 rd party solution/product vendors

  • Well organized & Team Player

  • Provide references for past experience

Are you interested in taking the next step in your career? Apply today!

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Required Technical and Professional Expertise

  • 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.