Client Solution Executive

hace 4 semanas

Buenos Aires, Argentina IBM A tiempo completo

**Introduction**
At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

**Your Role and Responsibilities**
The Client Solution Executive has the overall responsibility for successfully selling and negotiating multi-year complex business relationships to senior client executives, which can include the CEO, CFO, CIO, Board of Directors and evaluation committees. They lead sales engagements, selling solutions to meet complex IT and business requirements. They are required to have a strong understanding of the client's business, goals, strategies and directions. Detailed knowledge of the industry trends, directions as well as competitive strategies and offerings are essential. Partnering with other companies is frequent to enhance IBM's solution or relationship with the client. Part of their initial responsibility can include working with the BDE/OI in the final stages of deal qualification. Once an opportunity is qualified, they are responsible for assembling the IBM sales engagement team, managing the team (which can involve hundreds of people) and economically managing the substantial engagement budget. They must also manage the customer relationship, participate in complex solutioning (including using as many standard offerings as possible), establish beneficial pricing that is highly competitive and close the opportunity. They must demonstrate a clear understanding of the customers business, organization, culture and the compelling reasons to act. In addition they will work and manage the third party consultant relationship (if applicable). Strategic engagements are characterized by a complex combination of technical, business, financial, and human resource issues related to the strategic and tactical direction of customers. Change (such as economic conditions, financial performance, global competition, business strategy, mergers, acquisitions, and growth) tends to be the driving factor in these engagements. These are normally large, complex and highly competitive sales situations that are often global in scope and engagement negotiations are conducted at the highest levels. This role must be an extraordinary team leader, an astute business person, exhibit exceptional business insight, show executive/boardroom presence and outstanding judgment. They must be creative enough to devise and articulate a unique and compelling value proposition so that customer decision-makers clearly grasp the short and long-term business and financial value of a relationship with IBM. Influences Functional Strategy. Skills:
Environment:
Professional knowledge of function, business unit or country operations. Understand organizational resources, priorities, needs and policies.

Communication/Negotiation:
Guide other professionals. Adapt communications and approaches to conclude negotiations with various partners, resulting in common agreements.

Problem Solving:
Analyze complex/new situations, anticipate potential problems and future trends, assess opportunities, impacts, and risks. Develop and implement solutions.

Contribution/Leadership:
Leads multi-functional teams, or conducts special projects, or manages department(s) (national or international). Has vision of functional or unit mission. Influences people and organizations, including executive management, when issues are complex/difficult and require considerable diplomacy. Considerable latitude in responsibilities to define and decide on tools, processes, priorities and resources following general business unit directives. Recognized as an expert in their field. Often no precedent exists.

Impact on Business/Scope:
Accountable for projects or programs involving multi

**Required Technical and Professional Expertise**
- Description: working in consulting organization, the Business Development Executive identifies and develops architecture / software development / devops sales opportunities. She/he works with architects, project managers and client solution executives to engage clients and assists in closing opportunities.
- Experience required
- >5 years selling technology solutions
- Software development technologies and methodologies.
- Agile squads, software factories
- Cloud technologies: AWS, Azure or Google
- Desirable: RedHat experience
- Desirable: architecture / software development experience
- English

**Preferred Technical and Professional Expertise**
- Description: working in consulting organization, the Business Development Executive identifies and develops architecture / software development / devops sales opportunities. She/he works with architects, project managers and client solution executives to engage clients and assists in

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