IBM Hiring for Strategic Account Manager- Telecom (North) at New Delhi Full Time

Your Role and Responsibilities
Strategic Account Manager for DBA portfolio (Digital Business Automation) are responsible for working with clients (core clients) to create thought leadership of the DBA portfolio and its components , Industry solutions and the use cases for which IBM & IBM BP’s provides solutions.
The Solution Specialist needs to attain expertise on industry domain wrt key clients and addressable market and should demonstrate an aptitude to be seen as a guide in the said field of Business/Process Automation
Should be proficient at working with line of business owners to quantify the value of the solution to the client, and be able to effectively collaborate across the IBM and our business partners.
This means proving to the client that the solution is worth the value we are requesting. This role requires passion for serving clients, for creating complex solutions and amazing client experiences.
Revenue – Responsible for Sales Budgets with respect to the portfolio across the allocated region to ensure stabilized performance.
Channel Strategy- To help grow existing capacity, Identify New Partners and ask Regional Channel Managers to onboard them and also ensure present capacity is utilized in order to ensure BP’s don’t lose focus from our Core Products and existing clients. Ensuring their Training & Enablement, port their solution on IBM Stack and plan GTM Strategy as well as handle execution with respect to the Industry Vertical for which the BP’s have solutions.
Develop Industry Use Cases & Sales Play -Building industry wise use cases and Sales Plays and ensure the execution of the same in collaboration with Pillar Lead and take guidance from AP and WW based on global success rates.
Demand Generation : Planning key demand generation activities in the region along with marketing team and design Marketing program to increase the share voice for the DBA portfolio through events and social Media campaign.
Thought Leadership : Engage with selected C-Suite Executives of Enterprise & Commercial organizations to share best practices around the DBA portfolio and build Unique repeatable Use Case for each Industry.
Client Success : Ensure higher client satisfaction and 100% deployment rate.
Client References : Work with Work with Pillar Leader to have your client references recorded in IBM Reference Database and work with PR and Marketing team to Create Marketing Story , Press Release and Social Media Awareness.

Required Technical and Professional Expertise

• 15+ years of experience selling infrastructure software or applications software.
• Minimum 7+ years of experience in selling Automation Solutions like Document Management, BPM, RPA, Workflow/Process Automation etc.
• Must have experience in working for Bharti Airtel or Vodafone accounts.
• Working experience of IBM BPM, Opentext, Newgen, Automation Anywhere etc .
• Experience working with partners in complex implementation projects, including global system integrators and packaged software vendors.
• Ability to work with sales engineers and customer’s technical leads to understand existing software estate Identify Business pain and build business cases for proposed solution.
• Experience with Complex Solution selling and commercial and legal negotiations skills working with procurement, legal, and business teams.
• Ability to leverage C-level relationships with executives.

Preferred Technical and Professional Expertise

• None

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