The Client Executive is responsible for the total client relationship with one or more important IBM clients or competitive prospects, including traditional large accounts, OEMs (original equipment manufacturer), business partners and distributors and end-users of IBM technology. The Client Executive is the integrator of IBM for the client, responsible for overall client satisfaction by managing key relationships and ensuring the client derives value from the IBM solutions.- Understands the client's organization and culture.- Develops and executes a relationship plan to address both IT and Line-of-Business organizations, leveraging other subject matter experts, executives, and thought-leaders as needed to provide value to the client.- Builds relationships with senior client executives, earning a reputation as one of the client's trusted business advisors.- Demonstrates a high level of business acumen and applies a thorough understanding of the client's business, organization, strategy and financial position.- Skilled in consultative selling, with a deep understanding of the client's industry, business needs and related IBM capabilities.- 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.- Understands IBM business and our CAMSS (Cloud, Anlaytics, Mobile, Social and Secuurity) strategies and how these translate into solutions which address client needs.The Client Exec's deep skills are in understanding the client's industry and business. Maintains a thorough understanding of the client's industry, including industry trends, industry business processes, industry financial measurements and performance indicators, and key client competitors in their industry. Leads the development of the overall account plan and has primary responsibility for identifying and prioritizing opportunities and developing client-valued solutions involving multiple brands and elements.The Specific Responsibilities of the Healthcare and Public Sector Client Executive:- Lead IBM relationship in a set of Healthcare and Public Sector Clients in the state of Wisconsin- Possess strong industry knowledge in healthcare and/or state, local, municipal government, and bring industry based thought leadership to clients- Understand IBM's growing healthcare portfolio including Watson Health, Healthcare Analytics, Cloud, Digital Transformation and match capabilities to client need- Leverage IBM's recent acquisitions, including Phytel, Explorys, Merge Heathcare, Truven, Cleversafe and others to drive growth in key clients- Collaborate with IBM's Healthcare thought leaders, executive and specialists to bring strong, provocative value propositions to key clients- Grown and maintain share of wallet in existing, core lines of IBM business, including Systems hardware, software and IT services, consulting and outsourcing
High performance, ; strong sales track record; experience and results in strategic initiatives (with an understanding of cloud, mobility, security, cognitive..);
Excellent Oral and Written Communication Skills are required.
Background in Software Sales in Highly Desired