Own and manages a set of focus B&FM accounts with primary responsibility for customer relationship, sales and business development and secondary responsibility for account revenue and profit Develops relationships with key client stakeholders (e.g., CEO, CFO, CIO, COO, Board members) to become their trusted advisor Drives IBM dominance as trusted advisor to the Company’s top decision-makers Owns and manages opportunities in accounts covered to closure Takes overall responsibility for delivery outcomes in accounts covered Provides guidance and mentoring to GBS team working in the account(s), and drives a positive working environment and culture. Client Value Responsibilities – Client Satisfaction, Relationship Management & Client Delivery. Build Influential and Enduring Client Relationships Make intense investment in knowing the client (industry, ecosystem, org, Individuals) Focus on “likeability” factor and increasing client’s personal and professional success Be creative and persistent in building relationships and creating an action plan. Be viewed as a pioneer of new & Relevant thinking. Continuously bring provocative, new ideas / POVs that matter most to the client Leverage IBM’s story, innovation capabilities, sr. execs, to hold higher value conversations Actively translate ideas into high-value client opportunities. Be viewed as a champion of Client Experience. Drive business outcomes that make the client and IBM successful (mutual success) Earn client’s trust, starts with strong delivery to over-delivering in every client exchange Provide insight to manage client opportunities and needs (e.g., resourcing)Actively develop great Leaders and Teams Facilitate continuous learning opportunities and empower teams to improve performance of my teams Take personal accountability for coaching / apprenticeship as part of my daily mantra Instill core consulting skills through on the job learning and support of training. Excel at Personal Re-invention with Clients. Make the client smarter about the issues that matter most Actively grow thinking, understanding, eminence of the team and client’s talent Build 3-dimensional acumen (IT, Business, Consulting) that allows me to rapidly adapt skills in a changing client environment Be personally accountable for results – Operate as a ‘CEO” Manage account performance; responsible for meeting client / financial commitments and ensuring business integrity. Own and manage the development and delivery of quality solutions and deals, including securing best allocation of resources. Demonstrate Ability to Integrate & Collaborate Know first-hand the range of GBS and IBM offerings and capabilities that allow us to deliver superior outcomes to my client Developing a strong cross-brand network and day-to-day working relationships to deliver on my client’s needs like no other Know what can’t be said by others (compelling case for IBM)Think and Act Beyond Borders Frame points of view / recommended approach in global context – help my client see opportunity and growth beyond existing borders Analyze and leverage the depth and breadth of IBM’s global offerings to deliver against our client’s expectations, footprint and needs Required Technical and Professional Expertise Robust Account Performance - Large, high-growth book of business with a High win-rate / sole-sourced deals Deep Relationship Propensity - Worked with Client in a consulting / relationship-driven behaviors Differentiated Competitive Positioning - Significant wallet share & Large, strategic contracts Preferred Technical and Professional Experience None Eligibility Requirements Previously served as a Partner or Associate Partner or equivalent at another large consulting organization in a client engagement sales and delivery role. Large, high-growth book of business managed at Strategic Accounts, High win-rate / sole-sourced deals, Diversity of activities at each account Strong Account Potential - Worked with Clients with long-term transformation agendas 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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