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IBM Client Executive, US Centers for Medicare and Medicaid Services (CMS) in Washington, District Of Columbia

Job Description

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.

  • Maintains a thorough understanding of the client's industry, including industry trends, business processes, industry financial measurements and performance indicators, and key IBM competitors / partners.

  • Leads the development of the 3-year strategy, plus tactical plays to exceed semi-annual numbers.

Top 5 Attributes:

  • Demonstrated Leadership and Collaboration Skills

  • Proven Customer Relationships

  • In-depth understanding of our Customer’s IT challenges and Business Requirements

  • Strategic Thinker

  • Demonstrated ability to hit numbers, quarter over quarter

Based in the Washington, DC/Baltimore, MD area

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

  • At least 1 year demonstrated leadership in a matrix environment

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

  • 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

  • At least 3 year demonstrated leadership in a matrix environment

EO Statement

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.

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