Consulting Account Executive - Industrial/Communications

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

As a Consulting Account Executive (CAE), you will play a critical role in the success of Hakkoda by leading, developing, and executing sales strategies for consulting services to direct clients (North America) as well as establishing, maintaining, and growing our relationships with key technology partners. A CAE helps grow Hakk da's business by finding, nurturing, and closing new sales opportunities for our consulting services.

Commanding and cultivating knowledge of Communications, Media and Entertainment (CME) industry trends, regulatory changes, and emerging technologies in finance data analytics.

Developing and continually enhancing a deep understanding of Hakk da's service and solution offerings and the underlying technology solutions and platforms in the data and analytics space in order to effectively communicate our value proposition with a technical or business audience

Continuously seeking ways to enhance your knowledge of our industry, market, and competitors to secure meetings, increase your value to our technology partners, and generate revenue

Establishing and maintaining a strong working knowledge of key partner software product features, differentiating capabilities, and Hakk da points-of-view on their market positioning

Identifying target Manufacturing accounts and potential fit with relevant offerings

Gathering information related to the target client's buying patterns based on industry knowledge, relationships, and/or prior experience

Identifying target contacts and relationships and qualifying opportunities through calls, meetings, and workshops engaging the appropriate Hakk da Data Architect during the sales cycle

Managing a disciplined sales pipeline from lead to close

Leading account preparation, background, approach, strategy for qualified opportunities

Identifying and aligning appropriate Hakk da resources to pursue, win, and manage opportunities

Leveraging relationships at clients and partners for insights and influence, messaging, and overall opportunity support

Participating in meetings and market-facing activities as the "face" of Hakk da

Expanding Hakk da's presence in the region from both a customer and partner perspective

Collaborating regularly and proactively with key partners on accounts, strategy, and events

Utilizing Hakk da content, event presence, workshops, and partners to help build and enhance a pipeline of opportunities

Build and nurture relationships with prospects, customers, and partners on a daily basis via multiple touchpoints with a relentless focus to source new opportunities and grow the existing services portfolio for Hakk da

Effectively using Hubspot (maintaining an accurate pipeline and tracking activity), LinkedIn, Google, and other prospecting tools to research target accounts, identify key contacts and craft targeted messaging

Becoming knowledgeable and credible around data and analytics at the field/discussion level

Traveling as needed to attend client meetings, industry events, and technology partner activities

Required technical and professional expertise

Minimum of 7 years of direct technology product or consulting services sales experience with a proven track record of selling data, cloud, analytics, or business intelligence services to clients in Manufacturing

Existing understanding of the cloud, data, analytics, and BI technology space

Passionate about technology and relentless about providing world class service to customers and partners

Highly self-motivated to drive opportunities from lead to closure

Proven critical thinking skills to take ambiguous client challenges and convert them into real sales opportunities

Excellent written, oral, and social communication skills and very comfortable presenting to small and large audiences of varying levels of responsibility

Ability to work independently, with strong organization, time management, and prioritization skills

Ability to understand and build long-term business relationships with client buying teams composed of varying levels of complexity

Able to learn, research, and grasp complex technical concepts

Experience with Sales/CRM systems and track record in maintaining sales related information consistently in the CRM system

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.