IBM Client Solution Executive- Finance Domain in MADRID, Spain

The Client Solution Executive (CSE) in BPS (Business Process Services) has the responsibility for successfully negotiating and selling complex ‘Consult to Operate’ deals which could include processes across Finance, Procurement and HR as well as technology transformation. Part of the initial responsibility of the CSE could include working with Business Development Executi ves (BDE's) in the fi nal stages of deal qualification. The CSE is responsible primarily for managing qualified deals through to closure. In doing so, the CSE will be responsible for assembling the IBM sales engagement team, managing the team and economically managing the engagement budget. The CSE must also manage the customer relationship, participate in complex solutioning, establish beneficial pricing that is highly competitive and close the opportunity . In so doing, the CSE must demonstrate a clear understanding of the customers business, organisation, culture and the compelling reasons to act and manage any third party consultant relationships. The CSE will also spend some of their time supporting BDEs in developing BPS opportunities and bringing deals through to qualification. BPS engagements are characterized by a complex combination of technical, business, financial, and human resources issues related to the strategic and tactical direction of customers. The opportunities are normally large, complex and involve highly competitive sales situations that are often global in scope.In many cases, the BPS engagements include the deployment of services from other lines of business in IBM - e.g. consulting, IT services, software, hardware and financing. The CSE must be a strong team leader, an astute business person, exhibit exceptional business insight, show executive/boardroom presence and outstanding judgement. The CSE must be able to demonstrate deep understanding of the customer's business, organisation, culture, pain points, and compelling reasons to act. The CSE must be creative enough to devise and articulate a unique and compelling value proposition (which typically includes a diverse array of customized components), so that customer decision-makers clearly grasp the short and long-term business and financial value of a relationship with IBM. The CSE must have a proven track record of closing deals, particularly with a Finance Domain focus. Major CSE responsibilities include:•Lead qualified deals through to successful closure•Assist the BDEs with the development and qualification of earlier stage opportunities•Develop the IBM strategy for winning specific deal opportunities•Maintain and coordinate an effective partnership with customers through senior executive contacts and with those who influence the decision-makers•Create and lead multi-disciplinary deal teams to develop complex service and commercial solutions to meet specific customer requirements - including account management, service architecture, delivery requirements, financial analysis, commercial negotiation, legal etc•Ensure that the deal proposition is aligned with customer requirements, demonstrates competitive advantage, meets financial and profitability goals over the lifetime of the deal, mitigates key risk exposures and has been qual i ty assured to ensure that IBM can deliver effectively•Lead the development and delivery of key deal outputs, such as proposals, customer presentations and internal review documents•Play a key role in deal negotiations with the customer•Manage effectively the IBM internal procedures for reviewing and approval deals•Provide internal and external leadership as the deal transitions to delivery

Over 10 years of experience in Business Process Consulting