The PE focuses on the client and business. The tables below describe the responsibilities of the PE to fulfill specific objectives.
Client Relationship: Trusted business partner
Be the primary focal point and owner for all account/contract activities.
Manage client relationships with functional and executive levels throughout IBM and client organization.
Manage client expectations and overall satisfaction with IBM.
Work with client to identify its business objectives, priorities and directions, critical success factors, and apply this knowledge to establish and implement an account strategy.
Consultative Selling: Grow base account
Understand and apply IBM selling techniques to identify business opportunities and leverage resources in closing new business with the client.
Lead in driving new or existing business to achieve or exceed revenue and profit objectives with a focus on contract erosion making all appropriate IBM and client trade-offs.
Is fully aware of the competition and impediments to growth.
Program Management: Deliver on commitments
Perform client contract crisis management, manage contract scope, commitments, and responsibilities of all parties.
Lead teams to execute contract terms and conditions enabling breakthrough thinking, conflict resolution, effective communications, and managing any cultural differences.
Ensure Service Delivery manages all program/project schedules and contract deliverables that support the client's business with a focus on delivering on every commitment made.
Business/Financial Management: Profitable revenue growth
Is accountable for meeting revenue, profit, and growth objectives and for improving overall client satisfaction targets.
Plan, track, control, and manage all aspects of contract financial performance including resource investments, deployments, asset management measuring performance against plan to optimize profit.
Identify and apply current and future industry business trends that could impact the client's business.
Work with client to identify their business objectives, priorities and directions, critical success factors and applies this knowledge to establish and implement an account strategy.
Understand the competition and work with the client to identify potential areas of growth and ensures growth plans are tied into overall account plan to stem contract erosion.
Team/People Leadership: Highly effective, motivated team
Create and maintain a high performing account team (globally as required) with a responsibility for people development, motivation and delegation.
Improve team work across IBM to appear seamless and one voice to the customer.
Lead Service Management deliverable reviews through the Delivery PE to ensure quality of service, on time delivery, and costs are within contract targets.
Ensure an effective communications plan is in place between the client, account team, and team IBM.
Required Technical and Professional Expertise
Preferred Tech and Prof Experience
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.