Software Client Leader

IntroductionAt IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. To lead in this new era of technology and solve some of the world's most challenging problems.Your Role and ResponsibilitiesIBM is currently hiring for a Software Client Leader (SCL) for IBM Systems. This position is responsible for the selling of IBM Software Solutions to Anthem in the United States. Anthem is a provider of health insurance in the United States. It the largest for-profit managed health care company in the Blue Cross Blue Shield Association. As of 2018, the company had approximately 40 million members. Anthem is ranked 33rd on the Fortune 500.The SCL will have responsibility for the short and long term software revenue growth and strategic solution development for Anthem in the United States. The SCL will lead their extended software team and act as the focal point to the client, with responsibility for selling the entire software portfolio to the assigned accounts in the territory. The SCL will also own and lead all strategic sales transactions in the territory. The position will entail building and managing key relationships, understanding the client's organization and culture, and developing strategic plans to address both IT and Line-of-Business organizations.The ideal candidate will be a critical thinker looking for an opportunity to exercise their judgement and assume significant responsibility for business growth. They will have autonomy to leverage subject matter experts, executives, and thought leaders as needed to generate value to the client. It is expected that long-term success will be based on building relationships with important technology owners and earning a reputation as a trusted business adviser through insight selling. Insight selling means the candidate will be able to disrupt Anthem’s status quo, and bridge to IBM solutions that make a positive impact on our Anthem's business. To fully harness the power of team IBM, the SCL will engage and coordinate closely with the IBM Account team and the extended IBM Business Unit teams.Key Responsibilities

Maintain a thorough understanding of the client's industry; trends, business processes, financial measurements, performance indicators, and key client competitors in their industry

Lead the development of the overall account plan for software

Identify and prioritize opportunities; develop client-valued solutions involving multiple brands and elements

Conduct sales of IBM's software solutions plus management and coordination of software brand representatives with the account coverage model.

Financially demonstrate the value of IBM's solutions as well as positively differentiate those solutions from the competitors to customers' lines of business and technical buyers.

Experience with Enterprise License Agreement value creation and administration

Attributes:

Demonstrated level of business acumen as it applies to the client's business

Skilled in consultative selling, with an understanding of the client's needs and IBM capabilities

Extensive networking and interpersonal skills in complex environments

Commercially minded and capable of supporting end-to-end sales engagements including contract negotiation with the ability to think, plan and act strategically

Ability to work in complex, matrix managed organizational environment

Preferred Location: California, New York Georgia or Ohio. (Candidates will need to travel weekly to the said mentioned states)Required Technical and Professional Expertise

At least 4 years’ experience calling on senior leaders and technology owners. Including C level.

At least 3 years’ experience in a software sales leadership role

At least 2 years’ experience in Account Planning, Pipeline Management, Forecasting

Preferred Technical and Professional Expertise

Experience in Healthcare sector

Experience with Enterprise, Cloud or Cognitive software sales

Project Management experience and/or certification

About Business UnitIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.Your Life @ IBMWhat matters to you when you’re looking for your next career challenge. Maybe you want to get involved in work that really changes the world. What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible Impact. Inclusion. Infinite Experiences. Do your best work ever.About IBMIBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.Location StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.Being You @ IBMIBM 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. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.