Your Role and Responsibilities
This role is responsible for the development of the business strategy for the assigned one or more Enterprise Financial Services Sector client and achievement of the business objectives. The candidate will lead identification, development and progression of the business opportunities.
They develop extensive executive and senior management relationships in client organizations. They will also lead the identification and engagement with their high priority target accounts, aligning industry priority solutions and offerings to these clients. The candidate will work collaboratively with extended brand teams to drive IBMs Big Data/Analytics, Public/Private/Hybrid Cloud, Mobile/Social Engagement and Security solutions. They will also be responsible for the ongoing qualification of these opportunities and recommend whether to engage, disqualify or refer opportunities to other IBM groups.
Understands and navigates IBM to identify, acquire and coordinate a team of critical resources needed to address client needs.
Integrates IBM in front of the customer providing one face, one IBM strategy for the client.
Select and prioritize the high-growth and value revenue opportunities
Participate in or lead cross functional sales and marketing teams
Develop propositions that clearly identify financial and other business benefits
Select the appropriate offerings that will meet clients business objectives
Select territory distribution channels for solution delivery
Identify and utilize all marketing resources available to help meet territory objectives
Accountable for total customer satisfaction, market share, IBM revenue and profit
Maintains a thorough understanding of banking industry, including industry trends, industry business processes, industry financial measurements and performance indicators, and key client competitors in their industry
Required Technical and Professional Expertise
Understand clients industry and business objects
Understand IBMs value, points of view, offerings and capabilities
Effectively navigate, negotiate and leverage IBMs broad technical community
Minimum 3 - 5 years of experience
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