IBM Robotics Process Automation Market SPOC (m/f) in AMSTERDAM, Netherlands

Job Description

Robotics Process Automation Market Lead combining Business Development with Engagement Manager / Leading Consultant role.

Responsibilities of the successful candidate would be:

  • Business development and Sales

  • Leads Cognitive Process Automation (CPA) business development in BeNeLux (with focus on either NL or Belux)

  • Collaborates with Account Teams, sector representatives and service lines to drive local awareness of the CPA offerings and help them generate CPA opportunities

  • Monitors the quality of the Sales Connect opportunities tagged as CPA for his market and requests cleansing / update as appropriate

  • Leads multiple opportunities concurrently and has assigned signing targets

  • Must be comfortable developing materials and presenting to senior client executives, with scope of client interactions ranging from initial introduction on CPA to contract negotiations and governance meetings on existing contracts

  • Dives CPA opportunities within his market and actively develops the CPA solution for the Benelux opportunities, works with IBM Business organisations coordinating with local stakeholders (account team or sector business dvpt), CIC's providing resources and CPA Europe core team to meet the client business needs at the appropriate price level

  • Validates that proposals are submitted in compliance with IBM internal processes (solution review; approvals, costing and pricing...)

  • Works as a team player within the European CPA team (sharing of information and materials, collaboration across markets)

  • Provides constructive feedback on CPA portfolio versus market trends and lessons from opportunities and competitive situations. Encourages and enable innovation and differentiated value

Engagement manager / leading consultant

  • Leads client engagements and providing project oversight in Robotics Process Automation (when no full time project manager assigned)

  • Presents engagement (phase) results to clients

  • Negotiates with clients to incorporate changes to client requirements in contracts and engagement scope.

  • Gather facts (through research, interviewing, surveys, etc.), analyze the client's business, draw conclusions, prepare final reports, and give presentations

  • Uses in-depth consulting skills and business knowledge based on accumulated experience and education, IBM's intellectual capital, aligned to practice business objectives and processes

  • Acts as a coach for consultants, peers, new hires and engagement participants from other IBM organizations

  • Operates as a team member and team leader

  • Recognizes and articulates complex problems related to the engagement and creates multiple solutions to the hypothesis being developed (demonstrates exhaustive thinking)

  • Able to establish relationships with key client personnel and deliver timely, high quality service to the client

  • Understands and can manage organizational resources, priorities, business objectives and policies; in a matrix environment, to meet engagement deadlines and goals

  • Formulates hypotheses and test conclusions to determine appropriate solutions

  • Works across IBM business organizations and organizes teams

Required Technical and Professional Expertise

  • Experience with Process Improvement and with Automation projects

  • Well versed in Stakeholder Management and ability to leverage 'Influencer Model' to gain support

  • Experienced with working with clients (Client VP level and Directors), developing new business, sellling new projects or extensions, negotiating contracts, managing expectations, and addressing/resolving issues

  • Proven ability to manage consulting projects On Time, On Budget

  • Excellent executive communication skills

  • Strong knowledge of Automation strategic vision and technologies, assessment approach, business case creation

  • Proven ability to guide/lead and facilitate client workshops on topic of Robotics Process Automation (RPA)

Preferred Tech and Prof Experience


EO Statement

IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.