East Africa Global Business Services Sales - Banking Sector at IBM

The successful individual will be part of our East Africa Global Business Services (GBS) leadership team located in Nairobi, Kenya. As the Industry Leader you will focus on Sales Execution, Client Relationship Management, Proposal Management, Thought Leadership and Delivery Management in the assigned industry. You will be the first point of contact for all client/IBM-GBS proposal needs and present and lead commercial discussions until deal closure. You will partner with the IBM-GBS Solutions, operations team, the client, and also IBM-GBS consultants/delivery teams for seamless implementations for awarded projects

Role and Responsibilities
Sales Execution and Business Development

• Identify and cultivate new client prospects, to scope, grow and progress leads to closure.
• Drive execution of sales for the assigned industry across the East Africa territory.
• Lead business development efforts originating with the RFP through contract negotiations.
• Engage directly with C-level executives to understand their key challenges and initiatives and be able to map the right IBM solutions to their business requirements
• Develop, articulate and deliver compelling value propositions for our services to client senior executives within the banking industry
• Support the development of new business opportunities
• Help formulate the local business strategy in line with the MEA business strategy

Client Delivery

• Work with project delivery executives to ensure smooth implementation of awarded projects
• Work alongside the account delivery executives to ensure overall project profit margins are met.

Client Management

• Manage client portfolio of inflight projects for assigned industry by developing and managing key relationships with various executive clients and sponsors responsible for overall client project delivery and account growth in order to increase IBM’s footprint and boast sales
• Participate on thought leadership to create eminence in that market place

Qualifications

• Ability to be “stand-alone” in senior client settings and to manage clients up and down throughout client organization
• Clear oral and written communication skills to present complex value propositions to client senior executives
• An undergraduate degree with an excellent academic record, graduate degree is a plus
• Client development and account management experience in a consultative sales environment or with a business consulting firm or in a program management position
• Consulting experience in the financial services
• Fluency in the financial services or telecommunication sectors; deep familiarity with the market landscape and corresponding data and information needs
• Knowledge in any of the IBM key solution areas – Analytics, EA Application (Microsoft, Oracle or SAP)
• Strong analytical capability and problem-solving skills
• Fierce desire to be a critical team member in a rapidly growing business
• Ability to effectively communicate complex value propositions to senior client executives
• Entrepreneurial spirit and a keen interest in proactively building a consulting practice
• Uses analytics & complex business modeling to assist clients in optimized, fact-based decision making and uses the insights to determine business issues, assist in strategy development, and recommend solutions to drive business value.

Required Technical and Professional Expertise

• Knowledge in any of the IBM key solution areas – Analytics, EA Application (Microsoft, Oracle or SAP)
• Strong analytical capability and problem-solving skills
• Fierce desire to be a critical team member in a rapidly growing business
• Ability to effectively communicate complex value propositions to senior client executives
• Entrepreneurial spirit and a keen interest in proactively building a consulting practice

Preferred Technical And Professional Experience

NA