IBM Enterprise Client Executive (Financial Services Sector))

Job description

Role and Responsibilities
The Enterprise Client Executive (Financial Services Sector) will be responsible for overall client relationship and strategy at the FirstRand Group (FRG) account. Responsibilities include interfacing with CxO clients, integrating IBM products and solutions in front of the client, identifying opportunities for IBM products and services, maximizing revenue, signings and profitability, developing and executing a strategic account plan for each FRG entity, and providing a clear vision to the overall IBM extended team of your clients' success criteria.
The primary roles/responsibilities of the Client Executive:
·  Ability to understand client's strategy/business objectives, understand where IBM can add value and sell IBM offerings/services that drive significant revenue and profit for IBM.
·  Pan African coordination of IBM teams in South Africa and SADC regions serving FirstRand across its brands (FNB, RMB, Wesbank, Ashburton).
·  Responsible for revenue, wallet share, As a Service installations, services signings and customer satisfaction for the FRG account.
·  Cultivates long term relationships with client buyers and influencers at all levels, technical and executives
·  Responsible for end-to-end deal progression from ideation through to closure.
·  Supporting IBM‘s sales processes through use of opportunity management systems, forecasting, long-range planning and transactional sales execution.
·  Plans and facilitates and/or conducts complex negotiations on the account.
·  Drives revenue growth across IBM brands in line with World Wide strategy. Environment :
·  Applies expert understanding of sales processes, including the IBM Client Value Method.
·  Applies a mastery of business acumen, including an understanding of the customers' business, industry, economic trends, issues and competition.
·  Demonstrates a deep understanding of organizational resources, priorities, needs and policies, both IBM and clients.
·  Demonstrates comprehensive knowledge of IBM strategies, offerings, and technologies. Applies knowledge of information technology and leading edge solutions related to the client's business.
·  Demonstrates effective use of channels.
·  Masters the required proficiency levels of the Relationship Discipline skills for this position.
Experience Selling into Banking and/or Financial Services is highly desired.

Required Technical and Professional Expertise
·  Banking Industry knowledge
·  Track record of meeting and exceeding quota objectives
·  Demonstrated transformational leadership, thorough understanding of IBM Strategic Imperatives, strategic thinker
·  Strategic Account Planning, performance, and territory management to achieve sustained plan objectives
·  Demonstrated executive presence & communication skills
·  Proven leadership skills & cross-team collaboration
·  Experience working in high pressure environments Preferred Technical and Professional Experience
·  Minimum of 5 years of proven sales experience (quota based) & building sustainable client relationships
·  Demonstrated in-depth understanding of Financial Services Industry trends and directions
Required Education: Bachelor's Degree
Preferred Education: Master's Degree

Auto req ID

243967BR
Required Education

Bachelor's Degree
Role ( Job Role )

Client Unit Executive
State / Province

GAUTENG
Primary job category

Sales
Company

(0123) IBM South Africa (pty) Ltd
Contract type

Regular
Employment Type

Full-Time
Is this role a commissionable/sales incentive based position?

Yes
Travel Required

Up to 50% or 3 days a week (home on weekends - based on project requirements)
IBM Business Group

GLMKT
Preferred Education

Master's Degree
City / Township / Village

JOHANNESBURG
Being You @ IBM

Affirmative Action and/or EE candidates will be given first preference as per our employment equity strategies.
Required Technical and Professional Expertise

·  Minimum of 3 year of proven sales experience (quota based) & building sustainable client relationships
·  Demonstrated transformational leadership, thorough understanding of IBM Strategic Imperatives, strategic thinker
·  Strategic Account Planning, performance, and territory management to achieve sustained plan objectives
·  Demonstrated executive presence & communication skills
·  Proven leadership skills & cross-team collaboration
·  Experience working in high pressure environments
Country/Region

South Africa
Preferred Technical and Professional Experience

·  Minimum of 5 years of proven sales experience (quota based) & building sustainable client relationships
·  Demonstrated in-depth understanding of Financial Services Industry trends and directions
·  MBA
Secondary Job Category

Sales Manager
Eligibility Requirements

·  None
Position Type

Professional
Early Professional Track

Not Applicable - Professional Hire
Location Statement

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

PERMANENT CAREER OPPORTUNITY FOR AN ENTERPRISE CLIENT EXECUTIVE (FINANCIAL SERVICES SECTOR)
Your Life @ IBM

N/A
About Business Unit

Fueled by cognitive technologies, more than 150 SaaS offerings, and real-time insights, the Global Markets team delivers embedded expertise to help our clients make better decisions and deliver innovation as they engage with their customers, partners and suppliers. Join us to continue to drive innovation with the most comprehensive portfolio for enterprises across industries.
About IBM

N/A