FSS CLIENT EXECUTIVE

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Introduction
At IBM, work is more than a job – it’s a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you’ve never thought possible. Are you ready to lead in this new era of technology and solve some of the world’s most challenging problems? If so, lets talk.

Your Role and Responsibilities
The Enterprise Client Executive (Financial Services Sector) will be responsible for overall client relationship and driving the strategy at the FirstRand Group (FRG) account. Responsibilities include interfacing with Business and IT including CxO engagements, 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.
  • Identify where IBM can help set the clients strategy in conjunction with industry teams
  • 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 Professional and Technical Expertise

  • 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

Preferred Professional and Technical Expertise

  • 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

About Business Unit
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

Your Life @ IBM
What matters to you when you’re looking for your next career challenge?

Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

Impact. Inclusion. Infinite Experiences. Do your best work ever.

About IBM
IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.

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

Being You @ IBM
Affirmative Action and/or EE candidates will be given first preference as per our employment equity strategies.


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