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Associate Partner - Industrial Products

Salary:
58,327 P.A. ?
Location: Farringdon
Company: IBM
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Introduction
As a Business Sales & Delivery Executive, you will support IBM’s consistent growth by bringing to the table your business development, sales, account management, and delivery skills. Picture yourself working with a highly motivated, highly successful team with a proven sales record in IBM’s top technologies. If you’re ready to bring insights and experience in areas such as IoT, Blockchain and digital transformation, we are ready to offer you a best in class career development.

Your Role and Responsibilities
As an Associate Partner (AP) in our GBS Industrial Sector team, you will be expected to lead multiple campaigns for our Industrial Sector clients/projects, including; strategy creation, account planning and forecasting as well as asset innovation, go-to-market strategies, marketing and market analysis and client segmentation activities. Emphasis will be placed on new logos for IBM and supporting the Data Transformation and other Business Transformation Services service lines and overall IBM Industrial sales offerings. When needed, will support complex Industrial Data Transfromation projects both in competitive sales proposal situations and on client engagements. Engagements typically involve business process, business technology, organizational change and innovative commercial model initiatives focused in the segment of the Industrial Sector Industry.

This role involves gathering facts, analyzing the client's business (competitors, markets, customers, value propositions, operational models, etc), drawing conclusions, generating leads and trusted advisor status within new relationships with our potential clients and reporting upon that work. Proficiency in developing channel & client relationships, identifying & closing new business, developing thought leadership with content as well as a visionary outlook in Data Transformation, Data Platforms and Artifical Intelligence technologies are required. This is a hands-on sales & delivery leadership role in a highly complex environment.

Responsibilities include providing advice & counsel to clients, oversight & accountability for delivery success, and client satisfaction. Our current Industrial Sector opportunities are focused on the Construction, Engineering, Industrial Products industries, Metal Mangement, Manufacturing. Experience in Electronics, Chemical, Petroleum and Mining will also be considered.

The AP will:
- Lead sales focused plan on Industrial Sector clients to drive sales for all areas of Data Transformation and other IBM offerings
- Attain sales oriented targets and delivery leadership and/or oversight may be required
- Lead pursuits at new logo Industrial Sector clients and expand penetration at existing accounts with a focus on meaningful relationships with our clients
- Support the identification, development, and closure of sales efforts in support of an identified sales target
- Provide technology experience, industry excellence, strategies, innovation and best practices to our clients
- Maintain industry references, approaches, IBM contacts and competitive analysis, in support of both general industry solutions and specific solutions
- Build and lead internal communities of IBM industry practitioners
- Lead or contribute to the creation of IBM positions and strong POVs on specific Industrial industry topics
- Define, develop and use repeatable non-traditional consulting industry solutions
- Transfer knowledge to local IBM teams through training and side-by-side engagement work

Required Technical and Professional Expertise
Established Industrial Sector experience in industrial products, metal management, manufacturing experience
Demonstrated & sustained success in a sales and/or delivery related role in the technology, Agency or consulting sector
A market maker and strong seller who has personally contributed to growing a business
Track record of selling and delivering global transformation engagements with data platforms, analytics, AI integrated with ERP, supply chain, Industry 4.0 including innovative commercial models
Recognition as a specialist in one or more industries – able to establish credibility and value-based relationships with CEOs, CIOs, CFOs, CPOs, CHROs and Line of Business Executives
Highly motivated with a proven track record of outstanding communication and presentation skills, leadership and building trusted senior relationships
Ability to succeed in a complex, matrixed, international, diverse environment

Preferred Technical and Professional Expertise
Experience in the delivery of complex global data platform programs involving process, organisation, culture, skills transformations
Experience with working in enterprises with $1bn turnover who are embarking on their first transformation
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