26 days old

Client Solution Executive - Strategic Sales (m/f/x)

Multiple Cities, Multiple
  • 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
Over the past 100 years, IBMers all over the globe have helped make the world work better and smarter. In this new era of Cognitive Business, IBM is helping to reshape industries by bringing together our expertise in Cloud, Analytics, Security, Mobile, and the Internet of Things: Changing how we create, collaborate, analyze and engage. From transforming healthcare to improving the retail shopping experience its what IBMers do. As we tackle the worlds biggest challenges, our company continues to grow, were looking for talented professionals to join us in this new era.

Join us and be part of a diverse and global team of thinkers and doers - people who want to make an impact, cultivate their expertise and collaborate with some of the worlds top business and technology professionals.

IBM Global Technology Services in DACH is looking for a high-performing Strategic Seller to take over the role as Client Solution Executive.

The Client Solution Executive is the lead sales person on a strategic outsourcing engagement and is responsible for the overall sales effort. This comprises the development and closing of highly complex information technology solutions to senior client executives, which can include the CEO, CFO, CIO, Board of Directors and evaluation committees. The CSE is required to have an in-depth understanding of the client's business, goals, strategies and industry trends and directions. These opportunities are typically large, complex and highly competitive sales situations that are often global in scope.The CSE defines the strategy and leads the Sales Phase of the prospective Outsourcing Engagement to a successful conclusion, developing and shaping the deal, while constantly addressing the effectiveness of the win strategy to maintain the focus on the conclusion of the contract. The Client Solution Executive is responsible for leading large, multi-disciplined teams, and integrating products and services required to meet business needs. They may lead multiple opportunities concurrently although typically in different sales stages and have assigned contract signings, expense, and customer satisfaction targets for the industry they support. Responsibilities: Relationship Management, Win Strategies and Value Proposition, Shaping Outsourcing Business Solutions, Contract Negotiations, Leadership within Engagement Team.

Required Professional and Technical Expertise
  • Information Technology with focus on Infrastructure, IT as Service and Hybrid Cloud Architectures
  • Outsourcing Framework, Proposal Management, Value Selling, Conflict Management, Contractual Change Management, IT Benchmarking Methods, Enterprise Architecture, Consulting, Negotiation Techniques, External advisor processes
  • IBM Portfolio, Contractual Law and Legal Regulations, Delivery Models
  • Market Knowledge: IT Services and Outsourcing (IT&BPO) markets, competitor portfolio and win strategies
  • Business fluent in German and English

Preferred Professional and Technical Expertise
  • First hand experience as an Engagement Manager within a similar organization
  • The development, management and integration of computer information systems
  • Business management experience, including contract management and Profit &Loss responsibility
  • Leading project teams in typical global, virtual, matrixed environment with regard to cross-sector and cross-market experience in outsourcing environments
  • Demonstrable experience in all aspects of the planning and delivering of proposals
  • Provide leadership and focus in line with the IBM Leadership Frameworks disciplines to, for example, establishing management commitment; managing geographically dispersed engagement teams
  • Experience in working with international teams, dealing with conflict and working in different corporate cultures

About Business Unit

Your Life @ IBM

About IBM

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: 2019-07-22 Expires: 2019-08-21

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Client Solution Executive - Strategic Sales (m/f/x)

Multiple Cities, Multiple

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