IBM Client Solution Executive - Strategic Sales in SYDNEY, Australia

As the Client Solution Executive you will be the lead sales person on a strategic outsourcing engagement and responsible for the overall sales effort. You will be responsible for the development and closing of highly complex information technology solutions to the C-suite including CEO, CFO, CIO, Board of Directors and evaluation committees.An in-depth understanding of the client's business, goals, strategies and industry trends and directions is essential. The Client Solution Executive is responsible for leading large, multi-disciplined teams, and integrating products and services required to meet business needs. You may lead multiple opportunities concurrently although typically in different sales stages and have assigned contract signings, expense, and customer satisfaction targets for the industry you support. Skills/Environment:Develop in-depth knowledge of the client's major IT architectures, systems, information flows, applications and their links to customers and suppliers. In-depth working knowledge of the industry and an ability to market very complex IBM solutions, products and services that are specific to an industry. Understand the framework within which an industry operates and the underlying competitive strategies.Communication/Negotiation:To be successful you will display teamwork at highest levels. You will lead large, very complex engagement teams responsible for the development of deliverables, such as client proposal and presentations. Drive and manage an effective partnership with the clients. Conduct client negotiations on very complex issues at the senior executive level reaching lasting agreements and commitments.Problem Solving:Anticipate future client problems in industry and information technology trends and develop realistic visions and strategies based on risk management plans. Make decisions based on scope of the deal and possible trade-offs to best meet client's objectives within the limits necessary to win the contract. Apply creativity and judgment in developmental work on very complex opportunities or other projects within the business environment.Contribution/Leadership:Develop relationships with clients and external associations to enhance position in the market. Recognized as a leader in the formation of strategic relationships with clients resulting in long-term business solutions that provide client competitive advantage. Advise executive team to position long-term strategic issues and solutions. Direct resource team to ensure appropriate quantity and quality of technical/services resources are deployed. Lead team of professionals and provide ongoing guidance in the development of solutions for large or complex opportunities.Impact on Business/Scope:Accountable for business unit and specific personal objectives. Develop the strategies and tactics that will win the business, including teaming arrangement, alliances, subcontractors, competitive strategies, tactics and responses. Manage to a high level of customer satisfaction. Design and implements plans to increase customer satisfaction. Has overall responsibility for the final proposal to the client.

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Domestic Non-Delivery