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Introduction

Company Overview: IBM is a leading provider of global hybrid cloud and AI, and consulting expertise. It helps clients in more than 175 countries capitalize on insights from their data, streamline business processes, reduce costs, and gain the competitive edge in their industries.

Position Summary: The Lead Client Partner, Telco Mid-Market is a strategic leadership role responsible for driving IBM's growth within the Telecommunications sector, specifically targeting mid-market clients. This individual will lead and manage a portfolio of IBM's most significant accounts, ensuring customer satisfaction and driving revenue expansion.

As the Lead Client Partner you will be responsible for the identification, development, and marketing of highly complex information technology and business process solutions to senior client executives, which include the C-suite, their direct reports or evaluation committees.

You will have an in-depth understanding of the client's business, goals, strategies and industry trends and directions.

You will lead large, multi-disciplined teams, and integrate products and services required to meet business needs.

You will be resoponsible for overseeing multiple opportunities and in-flight engagements and have assigned sales revenue, expense, and client satisfaction targets for the client you are responsible for and the industry you support.

Your role and responsibilities

* Client Relationship Management: Develop and maintain strong, long-lasting client relationships by understanding their businesses, objectives, and challenges. Act as the primary point of contact for key decision-makers within assigned accounts.

* Strategic Account Planning: Create and execute strategic account plans that align with IBM's overall business strategy and the client's business objectives. Identify cross-sell and upsell opportunities.

* Revenue Growth: Drive revenue growth through successful execution of sales strategies, negotiations of complex deals, and management of sales cycles.

* Solution Development & Sales: Work closely with internal teams such as sales, services, and product management to develop and sell comprehensive solutions that meet client needs.

* Team Leadership: Lead, coach, and mentor a team of Client Partners and other sales professionals, fostering a high-performance culture.

* Industry Expertise: Serve as a thought leader and subject matter expert in Telco industry trends, IBM offerings, and market dynamics.

* Collaboration: Collaborate with internal stakeholders including product management, technical teams, and marketing to ensure client needs are met and IBM solutions are effectively communicated.

Required technical and professional expertise

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Bachelor's degree or equivalent experience; Advanced degree preferred.

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Proven track record (minimum of 10 years) in a leadership role within the Telco industry, demonstrating a consistent history of exceeding sales targets.

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Deep understanding of the mid-market segment, its unique needs, and buying behaviors.

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Strong leadership skills, with a proven ability to motivate, coach, and develop high-performing teams.

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Excellent communication and presentation skills, with the ability to articulate complex ideas clearly and persuasively.

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Strategic thinker with a solid understanding of the sales process, from opportunity identification to deal closure.

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Ability to travel as needed to meet clients and attend events.

Preferred technical and professional experience

Hiring manager and Recruiter should collaborate to create the relevant verbiage.

IBM 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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.