IBM Account Growth Executive - Cloud Application Services - Communications in Austin, Texas
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
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.
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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