Client Executive (Charlotte, NC area)

Position Overview

This position has responsibility to manage and lead a cross brand sales team covering Bank of America across the globe (focusing primarily on the Wholesale Bank lead from the US). This LOB (Line of Business) Client Executive leads the development of the overall LOB account plans with primary responsibility for identifying and prioritizing opportunities and developing client-valued solutions involving multiple brands and elements. The role involves opportunity identification, working with the extended team to close transactional sales for all IBM Brands (hardware, software, services, IBM Global Financing) with a focus on Cognitive Solutions Delivered on a Cloud Platform, As A Service (XaaS) offerings, and leading the combined sales teams in efforts that drive revenue and maintain high customer satisfaction.

The Client Executive’s skill requirements are focused on understanding the client’s industry and assigned business lines. The Client Executive must maintain a thorough understanding of and keep current on the client’s industry, including industry trends, industry business processes, industry financial measurements and performance indicators, and key client competitors in their industry.

The Client Executive is responsible for the total IBM client relationship, OEMs, Alliance Partners, Business Partners, Distributors and end-users of IBM Technology within the LOB assigned.

The Client Executive is the integrator of IBM for the client, responsible for overall client satisfaction by managing key relationships and ensuring the client derives value from the IBM Cognitive Industry Solutions delivered on IBM Cloud Platforms along with As A Service offerings, and IBM’s other strategic imperatives: Analytics, Social, Mobile, and Security.

Understands the client’s organization and culture

Identifies and executes the plan to get “new buyers”

Develops and executes a relationship plan to address both Line-Of-Business organizations, leveraging other subject matter experts, executives, and thought leaders as needed to provide value to the client

Builds relationships with senior business line 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

Skilled in consultative selling, with a deep understanding of the client’s needs and IBM’s capabilities

Understands and navigates IBM to identify, acquire and coordinate a team of critical resources needed to address client needs. The Client Executive integrates IBM in front of the customer providing one face, one IBM strategy for the client

Understands IBM business and brand strategies and how these translate into solutions which address client’s needs. Facilitates helping the brand teams get transactional business done and services signings.

Key Responsibilities and Goals

Working through sales teams and other subject matter experts to drive revenue for the company.

Expand and grow key customer relationships.

Meet client satisfaction goals.

Develop comprehensive understanding of IBM technology, software, services and cognitive industry solutions.

Ideal Personal Profile

A passion for high level strategic account management.

Consultative sales leader and team player.

Results oriented with a high level of natural curiosity.

High level of integrity. This position is located in the Charlotte, NC area.

5 or more years experience in Senior level Sales or Client roles with a proven track record of success

Skilled in consultative selling, with a deep understanding of the Financial Services industry

FSS ( Financial Services Sector) thought leader with a thorough understanding of the industry, trends, and our competitors

Proven sales track record and demonstrated proficiency in developing FSS client relationships

Excellent oral and written communication skills

Able to travel as needed

A background selling into the Financial Services Sector is highly preferred.

5 or more years experience with a top tier professional services firm (preferred)