27 days old

Client Executive

Tijuana, BC 22205
  • Job Code

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. To lead in this new era of technology and solve some of the world's most challenging problems.

Your Role and Responsibilities

The Client Executive - responsible for the total customer relationship with one strategic or several important clients. Plans and executes an effective account strategy, relationship strategy and maintains effective long-term business relationships across all tiers of employees at the customer, including CxO's, key decision makers and influencers. Is the integrator of all IBM brands before the customer. Identifies and prioritizes IBM opportunities and develops solutions strategies with the relevant IBM brands. Plans and facilitates and/or conducts complex negotiations reaching lasting agreements and commitments. Responsible for revenue, wallet share, and customer satisfaction on assigned accounts.

Following are the primary roles/responsibilities of the Client Executive:

Leads the account strategy for relationship, revenue, account growth, offerings, solutions, etc.

Manages the total customer relationship; integrator of IBM.

Creates and maintains relationships across all tiers of employees at the customer, including senior executive relationships

Leads account planning and opportunity identification

Plans and facilitates and/or conducts complex solutions and negotiations for assigned accounts

Responsible for planning of digital sales activity for assigned accounts

Drives growth in assigned accounts.

Opportunity prioritization and overall account plan for assigned accounts.

Responsible for revenue, wallet share, and customer satisfaction on assigned accounts

Applies comprehensive understanding of sales processes, including the IBM Client Value Method.

Demonstrates a professional knowledge of business acumen, including an understanding of the customers business, industry, economic trends, issues and competition.

Understands organizational resources, priorities, needs and policies, both IBM and clients.

Understands IBM strategies, offerings, and technologies. Applies knowledge of information technology and leading-edge solutions related to the clients business.

Effectively utilizes channels

Masters the required proficiency levels of the Relationship Discipline skills for this position.

Demonstrates expertise in relationship skills which promote and enable a deep understanding the customers business goals and objectives.

Mentors and provides guidance to others in the development of their strategies and plans.

Adapts communications and approaches to conclude negotiations with various partners resulting in common agreements.

Analyzes complex new situations, anticipates potential problems and future trends, assesses opportunities impacts and risks.

Clearly defines problems, logically diagnoses causes, identifies solutions and creates action plans.

Applies creativity and judgment in developing new approaches and solutions.

Responsible for managing the total customer relationship for all assigned accounts. Qualifies and manages IBM opportunities, including both large and complex ones. Guides and participates in the development of the solution and support strategy based on an in-depth understanding of the clients business, industry trends and directions, their competitors, their relative position in the industry and IBM capabilities in the client environment.

Key competencies include:

Builds an account plan that relates to the client strategy, industry trends, IBM offerings such that client business needs are solved

Relationship building across the customer organization, being able to identify influencers, budget owners, sponsors, decision makers, etc, with coverage plans

Drives complex projects and complex negotiations to secure commitment for key projects and/or complex client solutions

Prioritizes objectives based on changing customer requirements and general IBM business unit directives

Consistently creating and articulating business cases or ROI for a customer to help secure commitment for key projects

Relationship building within IBM across the various lines of business, both in Norway and internationally

Strong knowledge of new technologies such as AI, Cloud, Blockchain, API, Automation, machine learning, etc.

Drives customer experience and remediates any negative sentiment

Drives wallet share by embracing all sales channels, including business partners and digital sales

Consistently delivers solutions which are highly valued by the customer, and are considered high impact, complex and strategic by both the customer and IBM

Responsible for revenue, wallet share, and customer satisfaction on assigned accounts.

Required Technical and Professional Expertise
8 years of experience
Norwegian language

Preferred Technical and Professional Expertise

About Business Unit
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The companys Global Markets organization is a strategic sales business unit that manages IBMs global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

Your Life @ IBM
What matters to you when youre looking for your next career challenge?

Maybe you want to get involved in work that really changes the world. What about somewhere with incredible and diverse career and development opportunities where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

Impact. Inclusion. Infinite Experiences. Do your best work ever.

About IBM
IBMs greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.

Location Statement
For additional information about location requirements, please discuss with the recruiter following submission of your application.

Being You @ IBM
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.



  • Computers Software and Hardware
Posted: 2019-11-17 Expires: 2019-12-17

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Client Executive

Tijuana, BC 22205

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