The Client Representative is responsible for the total client relationship with one or more important IBM clients or competitive prospects, including traditional large accounts, OEMs, alliance partners, business partners, distributors and end-users of IBM technology.
Responsible for representing specific industry based solution sets to clients in the Healthcare and Government Industries located in the Mid-Atlantic states. Thoroughly understands the client's business, including their organization, financial, competitiveness in the market, and business issues. Prospects into Line of Business and can relate IBM’s software solutions to their specific industry and area of interest. Maintains strong relationships with executives and influencers in both IT and the Line of Business organizations in these accounts.
Can articulate IBM’s point of view to common industry issues, topics, and current events. Capable of interpreting financial and published industry information and discuss with the client. Able to compare client’s performance to peer group within the industry.
Promotes solutions which are tailored to client's business needs and integrates IBM’s software capabilities in a way that is valued by the customer and superior to the competition. Understands and navigates IBM to identify and acquire critical resources needed to develop the best solution for the client. Thoroughly understands and applies IBM strategies and offerings. Is aware of IBM's methods and industry models used in the solution and can articulate their value to the client.
For assigned clients, this role is responsible for driving the sale and positively influencing customer satisfaction with respect to the engagement and IBM offerings. Candidates must have an understanding of the sales processes, techniques and tools in the discipline, which include, but are not limited to opportunity / territory management, availability management, cost justification, negotiation, and opportunity prospecting.
Strong Preference to reside in North Carolina Area
High School Diploma/GED
At least 3 years experience in Sales
At least 1 year experience in Software Sales
At least 1 year experience in Consulting
Readiness to travel 25% travel annually
Bachelor's Degree in Accounting/Finance
At least 5 years experience in Sales
At least 3 years experience in Software Sales
At least 3 years experience in Management
At least 3 years experience in Consulting
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.
International Business Machines Corporation (IBM), is an information technology (IT) company. s major operations include Global Technology...