IBM Client Solution Executive - Retail & Consumer Products in New York, New York

Application Innovation Consulting (AIC) is part of the worldwide Global Business Services (GBS) organization and is responsible for selling and delivering application development, integration and management services to their clients. The AIC Client Solution Executive acts as the primary solution executive responsible for driving client solutions, deal strategy, leading the bid process and proposal development, and closing an AIC deal, while working closely with the Sales Organization and/or Account Partner.Job Responsibilities:

  • Targets key clients within their assigned industry or industries and develops relationships with key executives to help position AIC solutions and services

  • Analyzes client’s business, goals, strategies, industry trends and directions to develop compelling value propositions for the client that exceed their expectations

  • Formally engages and leads large multidisciplinary teams in developing complex solutions for specific client opportunities and in developing client deliverables such as a Requests For Information (RFI), Requests For Proposal (RFPs), and Statements Of Work (SOWs) or presentations

  • Develops the financial solution for a deal based on client requirements and the competitive marketplace while ensuring IBM Global Services meets its profit goals and objectives over the life of the contract

  • Makes decisions on the components that drive the deal strategy, managing possible tradeoffs to win the contract, with overall marketing responsibility for the final winning proposal to the client

  • Leads client negotiations to market proposed solutions to senior client executives, including Chief Executive Officer (CEO), Chief Financial Officer (CFO), Chief Information Officer (CIO), Boards of Directors, and Evaluation Committees

  • Conducts customer negotiations and resolves complex issues at the senior executive level

  • Acts as the single point of client contact for all AIC activities at their assigned accounts

  • May manage multiple opportunities concurrently

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  • At least 5 years experience in selling and delivering Application Development, Integration and Management Services

  • At least 5 years experience in managing multi-Line Of Business (LOB), multi-geo, and multidiscipline pursuits

  • At least 5 years experience in Consumer industry including retail and consumer products

  • At least 5 years experience in negotiation skills on large deals

  • At least 5 years experience in consultative selling

  • At least 5 years experience in using written and oral communication skills including proposal writing and presentation material development and delivery

  • Readiness to travel Up to 5 days a week (home on weekends-based on project requirements)

Global Services