Account Partner : CPG and Retail

• Req ID: 517188BR

Your Role and Responsibilities

Build relationship with identified client accounts. You will be handling CPG and Retail vertical Accounts.

Work with client to shape the opportunity and drive it to closure

The role entails consultative sales & delivery of IBM services (Cloud, Cognitive & Digital) for a set of clients. No. of clients depends on the level.

Lead a cross functional team to Sell and deliver Consulting programs, while developing future opportunities to take the client on a transformation journey.

What you’ll do

• You will be responsible for the development and closing of highly complex IT & Business solutions to senior client executives/key client stakeholders (e.g., CEO, CFO, CIO, COO, Board members) to become their trusted advisor, develop relationships with key decision makers aligned with IBM initiatives and strategy for the client. Own and manage development and delivery of GBS-led solutions and deals.
• Lead business development, generation of leads and presentation of proposals for business development activities across the market.
• Required to have an in-depth understanding of the client business, goals, strategies, key challenges, industry trends and directions. Lead large, multi-disciplined teams, and integrating products and services required to meet business needs.
• You will be responsible for revenue, signings, profitability and Net Promoter Score. Expected to drive new signings Drive new opportunities and repeat business with client as part of relationship.
• Understand market dynamics, initiatives and project well in advance thru Market Intelligence.
• Own and manage development and delivery of IBM Consulting -led solutions and deals.
• Define Roadmaps, new offerings/ modify existing offerings to suit the needs of clients and sharpen the value proposition with Transformation areas.
• Advise client on creating future roadmap, covering end to end spectrum on advisory, process outsourcing, intelligent workflows and technology solutions covering Digital technology transformation, RPA, Process re-engineering, Target Operating Model design, advanced analytics and ERP
• Lead and deliver client engagements that identify, design, and implement business and technology solutions transforming client organizations.
• Work closely in building partnerships with key ISVs and developing joint programs
• Manage the portfolio of projects and timely interventions to grow profitability and minimize losses
• Should be able to travel to engage with clients and teams.

Required Technical and Professional Expertise

• Mature Leadership profile with 15+ years of Consulting experience in CPG and Retail Industry
• In-depth & extensive experience in CPG and Retail industry is required – across S&M, SCM, Mfg, etc
• Experience in sales, consulting & service delivery across multiple service lines like Cloud, Enterprise Application, ADMI, Data & Analytics, AI etc.
• Experience in all phases of the consulting life cycle – offerings management, consultative selling, and project delivery
• Good understanding of CPG and Retail trends, strategy & best practices in the CPG and Retail industry
• Knowledge of Application landscape across CPG and Retail companies would be helpful.
• Should have worked with large enterprise clients to define and execute on their business & technology roadmaps aligned to business requirements. Senior person with C-level relationship in the market.
• Good understanding of cognitive technologies/AI/Advanced analytics/Big data/Automation/mobility/cloud/Digital
• Key measurement – Account management, client relationship, Business development, sales, revenue management and profitability, team building and eminence.
• At least past 5-10 years of experience in Business Consulting firms OR in large Multinationals with long term transformational engagements.
• Previously served as a Partner or equivalent at another large consulting organizations in a client engagement sales and delivery role.
• Strategic account planning and execution skills. Strong interpersonal skills and ability to work well with internal/ external stakeholders. Go-to-market strategy planning
• Ability to maintain a high level of productivity, handle multiple contending priorities, and work effectively under the pressure of time constraints in a dynamic, complex and team-oriented environment.
• Proven consultative sales solution skills, including the ability to articulate a clear, concise value statement.
• Market Eminence demonstrated Subject Matter Expertise. Personal Social and Digital Eminence in terms of published papers or Thought leadership profile
• Has worked in international environment and across multiple geographies, leading cross cultural global teams
• Responsible for P&L, relationships, commercial, talent, skills development, offerings.

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International Business Machines Corporation is an American multinational technology and consulting company headquartered in Armonk, New York, with more than 350,000 employees serving clients in 170 countries