“The Client Executive is the cross-brand IBM sales leader, responsible for developing 3-year strategies and hitting all revenue targets across the account. The Client Executive is responsible for the total client relationship with one or more important IBM clients or competitive prospects, including traditional large accounts, Original Equipment Manufacturers (OEMs), business partners, distributors, and end-users of IBM technology. This role is responsible for understanding the client’s organization and culture. The Client Executive develops and executes a relationship plan to address both IT and Line-of-Business organizations, leveraging other Subject Matter Experts (SMEs), executives, and thought-leaders as needed to drive client value and IBM growth. This role will be skilled in consultative selling, with an understanding of the client’s needs and IBM capabilities…”
“Key Responsibilities:
- Builds relationships with senior client executives, earning a reputation as one of the client’s trusted business advisers.
- Demonstrates a high level of business acumen and applies a thorough understanding of the client’s business, organization, strategy and financial position.
- Understands and navigates IBM to identify, acquire and coordinate a team of critical resources needed to address client needs and drive transformational client outcomes.
- Integrates IBM in front of the customer, providing one face and one IBM strategy for the client. Understands the IBM business and our Cloud, Analytics, Security, and Cognitive strategies / offerings, and how to translate these into compelling value propositions addressing client needs…”
“Required Technical and Professional Expertise
- At least 3 years CMS Business / Consulting Services Sales and Delivery experience
- At least 3 years CMS Business / Consulting Services Account Management and/or Business Development experience, and related track record of revenue growth
- Demonstrated knowledge / understanding of CMS Business ecosystem (e.g., Strategy, Priorities, Opportunities, Acquisition Environment, Organization/Decision Makers/Influencers, and Influential Federal Systems Integrators, Small Businesses and Business Partners)
- Current relationships with top CMS Business and IT executives aligned with IBM-relevant opportunities…”
“Preferred Tech and Prof Experience
- Master’s Degree in IT or Business Administration
- At least 10 years CMS Business / Consulting Services Sales and Delivery experience
- At least 7 years CMS Business / Consulting Services Account Management and/or Business Development experience, and related track record of revenue growth…”
Read the full job description here.
G2X TAKE: This longtime partner to CMS is seeking an executive with at least 10 years of CMS Business/Consulting Services Sales and Delivery experience to serve as the cross-brand IBM sales leader, responsible for developing 3-year strategies at the Centers for Medicare & Medicaid Services.
