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Account Manager

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Job IDGBS-0567421Job typeFull-time Regular
Work countryUSAPosition typeProfessional
Work cityPhoenix,AZPosted17-Apr-2014
TravelNo travelJob areaConsulting & Services
Business groupGlobal Business ServicesJob categorySales
Business unitConServJob roleSolution Representative
Job role skillsetApplication Management
Commissionable/Sales-Incentive jobs onlyYes

Job description
The Account Manager for Application Management Services (AMS) Sales is responsible for growing revenue (and signing) in an assigned account or accounts, by leveraging expertise in the account and growing trusted client relationships. The Account Manager will be responsible for the entire sales cycle, from identification and development of software based project work and outsourcing opportunities to client acceptance of the IBM proposal. This will include building a pipeline of opportunities in the assigned account, leading (guiding) proposal teams, managing the selling process and successfully closing the deal for profitable IBM business. The individual will be expected to work closely with various competencies within IBM to develop & drive AMS services offerings to build AMS pipeline. The Account Manager will require a deep understanding of customer, market needs, and IBM AMS strengths in order to build pro active solutions. The individual will be expected to own the overall process from conceptualization to execution, including attending key client meetings to validate opportunities.

The main role of the Account Managers in the assigned accounts is :

Responsible and manage an “account portfolio” of 1 or more accounts dependent upon target revenue
Sell new work in assigned account, actively manage opportunity identification and maintain entrepreneurial mind set
Grow revenue base and establish base plan for growth
Contribute to positive client satisfaction and establish client executive relationships
Have patience and experience to expand base scope of work and skills through staff augmentation and projects
Ability to do first/second level solutioning scenario & understanding of offshore model. Work closely with global delivery team for solutioning and internal approvals.
Proven communication skills to interact at levels in the client and IBM organization
Leadership skills with particular emphasis on collaborative working with internal IBM organization.
Work closely with account delivery executive to manage financial baseline leading to successful and profitable delivery

Must be in commuting distance to work location (2252)
  • Bachelor's Degree
  • At least 3 years experience in developing creative and innovative application outsourcing solution.
  • At least 3 years experience in Application Development and/or Management with an understanding of software engineering.
  • At least 3 years experience in demonstrated Sales Leadership
  • At least 3 years experience in financial value proposition, base case and financial modeling skills.
  • English: Basic knowledge
  • At least 5 years experience in negotiating terms of client proposals.
  • At least 5 years experience in successfully selling deals in a cross-industry environment.
  • At least 5 years experience in developing solutions for complex applications.
  • At least 5 years experience in successfully managing the end to end selling process.
  • At least 5 years experience in delivering Application Maintenance support solutions in a global delivery model.
  • English : Fluent
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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