Job Description

Your Role and Responsibilities

Role: Project Executive
Be the primary focal point and owner for all activities on a large complex contract. Accountable for meeting revenue, profit, and growth objectives and for improving overall customer satisfaction targets. Responsible to build and maintain strong client relationships at all levels with the objective of being a trusted business partner. Proactively works with client to identify their business objectives, priorities and directions, critical success factors and applies this knowledge to establish and implement an Account Strategy.
Understand the competition and works with the client to identify potential areas of growth and ensures growth plans are tied into overall account plan to stem contract erosion. Anticipate and proactively identifies and applies current and future industry business trends that could impact the clients business. Perform contract crisis management, manages contract scope, commitments, and responsibilities of all parties. Create and maintain a high performing account team (globally as required) with a responsibility for people development, motivation and delegation. Lead teams, including team IBM to execute contract terms & conditions and drive contract growth enabling breakthrough thinking, conflict resolution, effective communications and managing any cultural differences. Ensure Delivery manages all major program / project schedules and contract deliverables that support the client's business with a focus on delivering on every commitment made to the client. Understand and apply IBM selling techniques to identify business opportunities and leverage resources in closing new business with the client. Anticipate risks & negative trends, effectively assesses these factors and implements the Risk Management System to mitigate events that could jeopardize the contract and revenue goals. Ensure an effective communications plan is in place between the client, account team and team IBM with the goal of no organization being surprised. Individuals will participate in or be responsible for the creation, harvesting, protection, and reuse of intellectual capital.
Participate in IBM Global knowledge sharing and management that is the key to IBM’s success. Individuals will participate in or be responsible for the creation, harvesting, protection, and reuse of intellectual capital. Individuals will participate actively in knowledge sharing activities like communities of practice, forums, conferences and/or other knowledge exchange.
Environment:
Build and maintain strong business relationships with clients and all relevant stake holders. Immediately earn and grow client confidence with an end objective to be a trusted business partner. Own activities and manages relationships at all functional / executive levels throughout IBM and the client's organizations.
Understand dynamics of the client's political and cultural environment to create a mutually beneficial relationship with the client's executives to grow the account. Proactively works with the client to understand all priorities, define future business plans and translate these plans into tactical plans that include forecasting resources, priorities and costs. Create and maintain a high performing account team (globally as required) to support the contract and client's business. Ensure Delivery manages all major program / project schedules and contract deliverables that support the client's business with a focus on delivering on every commitment made to the client. Lead and own all IBM contract commitments / crises and responsibilities of all parties, including subcontractors and 3rd party vendors not managed by Service Delivery. Understand and apply IBM selling techniques to identify business opportunities and leverage resources in closing new business with the client. Has applied knowledge of Project Management methodologies, processes and tools. Is a leader in driving new or existing business to achieve or exceed revenue and profit objectives with a focus on contract erosion making all appropriate IBM and client trade-offs.
Effectively execute business and financial management principles and forecast business performance accurately. Incorporate customer business plans into overall account strategy and applies this knowledge to day to day operations of the account. Ensure account coverage model and account plans are developed and operational for the account. Participates in the PE Mentoring and PE Development Model processes.
Communication / Negotiations:
Manage and lead individuals and teams by setting directions, communicating, and exhibiting effective leadership behaviors to manage business and processes with a customer centric view. Lead negotiations which result in win-win additions and changes to existing agreements and commitments between IBM, client, suppli

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