A career in IBM Consulting is rooted by long-term relationships and close collaboration with clients across the globe.
You'll work with visionaries across multiple industries to improve the hybrid cloud and AI journey for the most innovative and valuable companies in the world. Your ability to accelerate impact and make meaningful change for your clients is enabled by our strategic partner ecosystem and our robust technology platforms across the IBM portfolio; including Software and Red Hat.
Curiosity and a constant quest for knowledge serve as the foundation to success in IBM Consulting. In your role, you'll be encouraged to challenge the norm, investigate ideas outside of your role, and come up with creative solutions resulting in ground breaking impact for a wide network of clients. Our culture of evolution and empathy centers on long-term career growth and development opportunities in an environment that embraces your unique skills and experience.
The Client Solution Executive has overall responsibility and leadership for successfully developing, negotiating, and selling complex, multi-year transformational programs. The role requires a high level of self-motivation in the conception, creation, and design of the business to be developed and sold, which is compensated with an aggressive commissionable incentive plan for closing and selling deals. The sales process must be completed from start to finish under their leadership by developing commercial relationships with the client's senior executives, such as the CEO, CFO, CIO, the Board of Directors, and evaluation committees. They must demonstrate proven prior experience in this field.
They lead sales engagements, selling solutions to meet complex business and IT requirements. They are required to have a solid understanding of the client's business, objectives, strategies, and directions.
A detailed understanding of industry trends and directions, as well as competitive strategies and offerings, is essential. Partnering with other companies is common to enhance the IBM solution or the client relationship.
Part of their initial responsibility may include working with Industry Business Developers or IBM Client Partners in the final stages of opportunity qualification.
Once an opportunity is qualified, they are responsible for assembling the IBM sales solution team, managing the team (which may involve dozens of people), and economically managing the opportunity budget.
They must also manage the client relationship, engage in complex solutions, establish highly competitive, profitable pricing, and close the opportunity.
They must demonstrate a clear understanding of the client's business, organization, culture, and compelling reasons for action. Additionally, they will work with and manage the relationship with the third-party vendor (if applicable).
Strategic engagements are characterized by a complex mix of technical, business, financial, and human resource issues related to the client's strategic and tactical direction. Change (such as economic conditions, financial performance, global competition, business strategy, mergers, acquisitions, and growth) tends to be the driving factor for these engagements. These typically involve large, complex, and highly competitive sales situations, and negotiations are conducted at the highest level.
This role requires extraordinary team leaders, astute businesspeople, and exceptional commercial acumen, executive presence, and outstanding judgment. They must be creative enough to devise and articulate a unique and compelling value proposition so that client decision-makers clearly understand the short- and long-term commercial and financial value of a relationship with IBM.
As a Client Solution Executive, you will support IBM's continued growth by bringing your business development, sales, account management, and service delivery skills to the table. Imagine working with a highly motivated and successful team with a proven sales track record in core IBM technologies. If you are ready to contribute knowledge and experience in areas such as Finance BPO services, including digital transformation with Cloud, Automation, and Artificial Intelligence, we are ready to offer you best-in-class professional development.
1. Consultative salesperson who develops deep relationships and adds long-term value to the client's business.
2. A team player who can partner with delivery organizations to deliver added value.
3. A salesperson capable of forging relationships with CxOs and VPs, as well as key Finance executives and teams: establish broad relationships across all lines of business with clients.
4. Track record of closing complex deals (consulting and/or BPO) and building relationships with the C-suite.
5. Solid understanding of financial modeling in a BPO environment.
6. Strategic business problem-solving skills.
7. Expert in account strategy, account planning, and relationship strategy.
8. Ability to understand value-based selling and articulate it to C-level executives.
9. Strong communication and presentation skills with internal stakeholders and clients.
10. In-depth knowledge of Finance processes and operations, particularly Record to Report and Financial Planning and Analysis processes.
11. Experience in Finance operations (whether under a BPO model or not).
12. Familiarity with relevant tools and technologies: Automation (BPM, RPA, OCR), Artificial Intelligence, and ERPs (primarily SAP).
13. Ability to analyze processes and design BPO solutions. Knowledge of analysis methodologies, maturity analysis, benchmarking, and application of best practices and technology.
14. Establish competitive pricing and build a business case with direct and indirect benefits and business models that integrate operations and technology.
15. Knowledge and experience with the different project phases: transition, transformation, service stabilization, and continuous improvement.
16. Basic understanding of IT operations, including infrastructure, applications, and cloud computing (which support service transformation).
17. Languages – Advanced / Bilingual English and Intermediate Portuguese (desirable).
Intermediate Portuguese (desirable).