HireDiversity

- Any,, USA



Job description

AMS (Application Management Service) is part of the worldwide GBS AS (Application Services) organization and is responsible for selling and delivering application management services to their clients.


The AMS Client Solution Executive acts as the primary solution executive for closing an AMS deal, working closely with the account Partner or Project Executive. Key job responsibilities include:

- Targets key clients within his/her assigned industry or industries and develops relationships with key executives to help position AMS services;
- Analyzes clientâ??s business, goals, strategies, industry trends and directions to develop compelling value propositions for the client;
- Formally engages and leads large multi-disciplinary teams in developing complex solutions for specific client opportunities and in developing client deliverables such as a request for information (RFI), request for proposal response (RFP), and statements of work (SOWs) or presentations;
- Develops the financial solution for a deal based on client requirements while ensuring IBM Global Services meets its profit goals and objectives over the life of the contract;
- Leads client negotiations to market proposed solutions to senior client executives, including CEO, CFO, CIO, Boards of Directors, and Evaluation Committees. Acts as the single point of client contact for all AMS activities at his/her assigned account(s);
- Makes decisions on the scope of a deal and possible tradeoffs to win the contract, with overall marketing responsibility for the final proposal to the client, conducting customer negotiations on complex issues at the senior executive level;
- May manage multiple opportunities concurrently;
- Background in application development and / or management and / or IT strategy and planning;
- Positive sales record for large scale deals;
- Readiness to travel up to 75%; travelling 5 days a week, home on weekends;
- Leading candidates will have working knowledge of the Banking, Finance Markets, or Insurance industries

Required

• Bachelor's Degree
• At least 3 years experience in Success and leadership focused on selling and/or providing AMS (Application Management Services) to large enterprises
• At least 3 years experience in Demonstrated Sales Leadership, including ability to understand the client's market, to identify and qualify opportunities
• At least 3 years experience in Up-to-date knowledge of the AMS industry and associated leading edge solutions and strategies that can be applied to opportunities. Maintains in-depth knowledge of competitive offerings, strategies.
• At least 3 years experience in Ability to influence C-level Internal and Client executives.
• At least 4 years experience in Experience negotiating large deals
• At least 4 years experience in Understanding of the “numbers” encompassing financial planning and analysis, pricing, capital justification, resource allocation, margins, costs.
• At least 2 years experience in Strong communication skills including proposal writing and presentation material development
• At least 3 years experience in Banking, Finance Markets, or Insurance industry experience: selling and/or delivering applications services
• Readiness to travel Up to 5 days a week (home on weekends-based on project requirements)
• English: Basic knowledge

Preferred

• Master's Degree
• At least 8 years experience in Success and leadership focused on selling and/or providing AMS (Application Management Services) to large enterprises
• At least 8 years experience in Demonstrated Sales Leadership, including ability to understand the client's market, to identify and qualify opportunities
• At least 8 years experience in Up-to-date knowledge of the AMS industry and associated leading edge solutions and strategies that can be applied to opportunities. Maintains in-depth knowledge of competitive offerings, strategies.
• At least 8 years experience in Ability to influence C-level Internal and Client executives.
• At least 8 years experience in Experience negotiating large deals
• At least 8 years experience in Understanding of the “numbers” encompassing financial planning and analysis, pricing, capital justification, resource allocation, margins, costs.
• At least 8 years experience in Strong communication skills including proposal writing and presentation material development
• At least 8 years experience in Banking, Finance Markets, or Insurance industry experience: selling and/or delivering applications services
• English : Intermediate

Additional information
Additional characteristics which will help make candidate successful:
· Strong leadership capabilities
· Well-organized
· Strong team player
· Logical
· Detail oriented
· Entrepreneurial
· Self directed
· Creative
· Interpersonal sensitivity



 

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.