IBM Account Growth Executive - Cloud Application Services - Communications in Boston, Massachusetts

Job Description

Cloud Application Innovation (CAI) is part of IBM’s Global Business Services organization, focused on delivering application management services and cloud application migration services for clients. The Account Growth Executive (AGE) is a sales executive role responsible for pursuing new opportunities across one/multiple accounts.

Role & responsibilities include:

  • Business development focused on application management 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

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

  • Responsible for developing pursuit strategy and integrate products and services required to meet client needs

  • Participate in coaching sessions and develop win themes for the pursuit

  • Provide guidance and leadership for solution design

  • Develop complex pricing strategy and translate to compelling client value proposition

  • Lead internal reviews to obtain executive approvals for deals

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

  • Provide deal engagement oversight and guide extended team members as needed

  • Significant amount of time is spent on opportunity identification, progression and deal closure to achieve annual, quarterly, and monthly signings & pipeline targets

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

  • 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

  • Effectively manages multiple client opportunities

  • 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

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 – including the applicability to IBM’s clients to drive improved customer service and safety:

  • Agile application development and maintenance services

  • Cloud based delivery of Applications including DevOps and integration platform

  • Analytics solutions including cognitive computing

  • Application Development for Mobile technologies

  • Security tools including ethical hacking and data privacy

  • Independent validation services

  • Automation services

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 experience in Information Technology services across multiple industries

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

  • 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.

Preferred Tech and Prof Experience

  • At least 15 years 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.