Strategic sales is an initiative that brings the best of IBM and our ecosystem partners to our key clients to help them transform and deliver tangible business outcomes. These are long term and strategic engagements that require selling to the C-suite and the Board.
Strategic Sales Deal Makers/Client Solution Executives have the overall responsibility for successfully selling and negotiating multi-year complex business relationships to senior client executives. They lead strategic sales engagements from qualification to closure, selling solutions to meet complex IT and business requirements. Engagements are characterized by a complex combination of technical, business, financial and human resource issues related to the strategic and tactical direction of clients and driven by need for change.
Responsibilities
- Responsible for managing large and complex deals from qualification to closure
- Develop the sales strategy for winning the deal and prepare and manage the engagement plan and associated deliverables
- Lead a multidisciplinary sales and solution team to develop compelling value propositions and solutions for specific customer opportunities
- Manage key client stakeholders and maintain an effective partnership with them leveraging IBM and business partner relationships
- Navigate IBM internal procedures without exposing the customer or IBM to any delivery/quality issues
- Maintain alignment with customers business strategy, drivers, and goals
- Lead the preparation of the deal financial construct and pricing case and ensure that it is aligned to client’s business case and IBM’s strategic priorities
- Lead the development of key deliverables such as proposals, SoWs, contracts, presentation documents etc.
- Ensure that solutions have been quality assured for a successful implementation and in compliance with IBM's strategy
- Lead client negotiations
- Coordinate and manage ecosystem partnerships that are relevant to the deal
- Provides leadership in the transition to delivery
- Act as a sales coach for sales teams in markets and help strengthen our overall strategic sales capability
Skills, Leadership Competencies & Experience
- Top-notch seller with strong consulting sales experience in a prestigious consulting/IT services. Proven ability to close large and transformative deals (US$ 25M+)
- Strong influencing and leadership skills reflected by the ability to work effectively across a variety of internal and external stakeholders
- Strong project/program management competencies with ability to deliver project/engagement outcomes with speed and in complex and uncertain environments
- Demonstrated expertise in developing large scale technology-enabled business transformation program roadmaps with supporting business cases
- Expert level understanding of exponential technologies (such as Hybrid Cloud and AI) and associated practices, technology trends and their impacts to business and users
- Strong commercial acumen and expertise in constructing innovate and complex commercial constructs and pricing cases
- Highly developed verbal and written communication skills, including capability to develop and deliver high quality presentations
- Ability to effectively manage CXO and Board level relationships
- Strong and experienced complex deals negotiator
- Demonstrates resilience, perseverance, learning mindset, tolerance to ambiguity and a drive to win despite challenges
- Experience in large deal sales in Asia Pacific with proven ability to successfully work across different countries and cultures
- Prior consulting and IT Services Delivery experience, especially management of large and complex projects/programs and complex solutioning will be an advantage
