Introduction
A career in IBM Consulting is built on long-term client relationships and close collaboration worldwide. You’ll work with leading companies across industries, helping them shape their hybrid cloud and AI journeys. With support from our strategic partners, robust IBM technology, and Red Hat, you’ll have the tools to drive meaningful change and accelerate client impact. At IBM Consulting, curiosity fuels success. You’ll be encouraged to challenge the norm, explore new ideas, and create innovative solutions that deliver real results. Our culture of growth and empathy focuses on your long-term career development while valuing your unique skills and experiences.
Your Role And Responsibilities
We are looking for an experienced professional (12 to 15 + years of experience) preferably with experience in the T&T Industry (travel/transport/airlines /logistics.), who has been in a consultative selling role, to scale the consulting and technology services business for IBM in India focussed on the T&T sector primarily.
The individual will be responsible for winning business from new customers specifically in the T&T Industry. Shall build and maintain relations with clients at CXOs levels and achieve trusted partner status with clients. Fair understanding of the industry and about the Core Applications and Services which are typically in use. It is also expected that the candidate will have prior experience of conceiving, positioning and developing solutions for client organisations including but not limited to solutions on Cloud and AI.
The candidate must have proven sales experience with a go-getter attitude to drive and win business in the concerned sector with demonstrable maturity to plan and deliver results despite challenging market, client situations and competition.
What You’ll Do
Understand the fundamentals of the client's business from the perspective of the client. Develop an in-depth understanding of their business strategies and initiatives, key business processes, and their areas of strength and weakness; their financial objectives and performance; and their market including their competitors. Develop an understanding of their business organization, culture, history and reputation. Collaboratively work with the client, understand their vision and their concerns and current or potential issues that will impact their success in meeting their objectives and attaining this vision. Gain agreement on solutions that can enhance their business and improve their success.
You will be accountable for achieving a booking and revenue target, profitability, collections and client satisfaction levels. Win business across the consulting, enterprise applications, Cloud and AI areas through a combination of small, large and annuity deals. Build a sustainable and continuous business pipeline across the solution portfolio, which enables business predictability. Responsible for all negotiations with clients, including contracting, terms, price, SOW in consultation with the delivery team, finance and leadership.
Build and sustain deep relationships across the client landscape with multiple stakeholders. Understand competitive landscape and constantly improve intelligence in each strategic account. Ensure selling effectiveness across the sales cycle. Understand client needs and identify the right solution to solve those business challenges. Create winning proposals with sharp messaging on the value proposition. Be the brand ambassador for IBM for the client and with all key stakeholders including alliance partners.
Required Technical And Professional Expertise
- Over 12+ years of working experience
- Good understanding of digital transformation/ cloud / customer experience/logistics portfolio/ supply chain in T&T
Preferred Technical And Professional Experience
- Engineering / Technical Graduate from a Premier Institute and a Management Degree from a Premier Institute
- Worked in a Consulting led Selling role
