The IBM Account Manager is responsible for meeting sales objectives and managing the client’s relationship with IBM as a consumer of the client’s products, services and solutions.

The IBM Acccount Manager is expected to establish a long term strategic account development plan that increases the client’s relationship capital in the account while optimizing revenue growth, profitability and customer satisfaction. The relationship will be focused and driven in North America but will encompass Global activities through a matrix leveraging the client’s resources “in country”.

Internally, the IBM AM will provide global leadership and coordination of the client’s executive resources across the corporation as well as local sales/support teams when necessary to achieve objectives. Externally the IBM AM will be accountable for exceeding customer expectations, while developing and maintaining high level executive contacts that drive strategic value within IBM.

-Develop and grow the client’s relationship capital in the account

-Understand the client’s position within the global account's telecom infrastructure based on market conditions and competitor activities

-Develop and execute Executive engagement plan

-Develop and execute a strategic account plan, track performance and make adjustments as required

- Coordinate with local sales, support, finance, product, and marketing teams to engage resources necessary to achieving strategy when appropriate

-Respond to global proposals

-Prepare and give the client’s product presentations to customer.

-Manage timely new product introduction process by seeking field trials, introducing new marketing programs, and new technical information via informal and formal content delivery vehicles such as non-disclosure presentations, technical briefings, and casual information sessions.

-Increase brand awareness and loyalty within the account

-Identify, monitor and provide timely and accurate forecast for future sales and specialized product areas.

-Provide input to all levels within the client’s for development of strategic offerings for IBM consumption

- 7+ years experience in the communications industry in a senior sales or business development role

- Must have extensive experience with selling to Executive Level personnel in Fortune 100 Companies

- Demonstrated knowledge of forecasting, history of exceeding quota attainment, and managing long term strategic account engagements

- Excellent communication and presentation skills, and ability to manage a global virtual team

- Experience in obtaining a quota of $10M+, and able to travel internationally

- BA/BS required, MSEE or MBA preferred