Brief About the Business Unit

IBM has been present in India since 1992. IBM India's solutions and services span all major industries including financial services, healthcare, government, automotive, telecommunications and education, among others. As a trusted partner with wide-ranging service capabilities, IBM helps clients transform and succeed in challenging circumstances. The diversity and breadth of the entire IBM portfolio of research, consulting, solutions, services, systems and software, uniquely distinguishes IBM India from other companies in the industry.

IBM Sales & Distribution develops, integrates, sells and distributes IBM's unparalleled array of products and services. IBM offers its products through its global organizations. Consistent with IBM's focus on business values, the company's global team of account representatives combines a deep understanding of each client's organizational and industry specific needs with comprehensive knowledge of the products, technologies and services offered by IBM and its network of business partners

Job Description:

CTA Manufacturing South (14yrs exp)

The Client Technical Architect role is IBM S&D's preeminent client-facing technical role, unique for it's focus on the client technical relationship as well as for possessing industry expertise. There are three types of Client Technical Architects. The Client Technical Advisor serves a critical integration function between the client and the broader IBM sales and technical team. Likewise, the Industry Segment Architect (ISA) and the Industry Technical Leader (ITL) role are industry specializations of these underlying architect roles. ISLs have deep industry segment knowledge and are opportunity owners for transformational solution opportunities. ITLs are recognized Industry technical experts who have broader responsibilities for industry technical thought leadership, innovation and proactive collaboration for a particular geography. Client Technical Architects share a common client engagement methodology in Team Solution Design (TeamSD), they have industry technical knowledge, a focus on designing solutions as well as responsibility for maintaining client satisfaction.

Responsible for translating the client's business requirements to define the structures of solutions and architectures and can include systems, applications, and process components for very large, complex or leading-edge solutions. The Architect understands client needs, works in levels of abstraction, applies industry knowledge, and leverages appropriate business elements and information technology to address those needs. This includes working with client personnel and executives to identify functional and non functional requirements and subsequently working with and leading others in the identification, justification and design of the client's solution.

It may also include the formation of partnerships among customer, vendor and subcontractor organizations and the negotiation of lasting agreements regarding goals and approaches. Responsible for a wide range of design activities from requirements analysis through systems, application and/or process design specification. Position requires significant knowledge across multiple platforms, processes or architectures and will include directing the design efforts of less experienced architects. Also, expected to have an extensive understanding of industry and technology trends, as well as of IBM strategy, and to apply that understanding to articulate a strategic vision which influences or guides business area, country or international strategic directions.

Business Accountabilities:

- Develop superior client experience and enhance the client's perception and satisfaction with IBM by leverage Industry Resources and IBM Technical Ecosystem to ease doing business

- Holding key relationships (e.g., CEO, CFO, CIO, COO, Board members) and new buyers to quickly determine if an opportunity should be developed, transferred or closed

- Acknowledged as an expert in the market within Industry or Solution architecture

- Delivers sustainable Cross Brand revenue over $xxxM

Responsibilities:

Overall Breadth: The Client Technical Architect demonstrates the required levels of business and architecture skills. Applies professional mastery and industry. wide understanding of technology, tools and methodologies to develop solutions in leading edge or critical situations, on projects of strategic significance to business unit, country or international objectives.

Cultivate Client Relationships:

- Works iteratively to foster and engages in teamwork at highest management and technical levels of IBM, customer at all levels and vendors

- Make use and execute a relationship plan, by also leveraging social technology, to address client LOB heads, C-Suite including the CEO.

- Uses industry / domain skills to build business relationships with senior client executives, earning a reputation as one of the client's trusted business advisors.

- Leveraging other subject matter experts, executives, and thought-leaders as needed to provide value to the client.

Deliver Client Value:

- Behave like a - Client Partner- (with flavors of consultant, industry and technical knowledge),

- Intimately understands the client's organization and culture.

- Demonstrates strong business acumen in connecting ideas from adjacent industries.

- Skilled in information technology and business architect, with a deep understanding of the client's needs and IBM capabilities.

- Skilled to assess and qualify quickly a new complex opportunity to determine next steps

Integrate IBM:

- Integrates IBM to provide customized solutions aligned to client need;

- Builds cross Brand / Geo networks - leveraging social tools to collaborate and deliver client value with speed;

- Drives conflict resolution and takes ownership of the client experience.

- Leads very large multifunctional teams to develop and close the most complex, leading-edge, high-risk opportunities

Share IBM Strategy:

- Has mastery of IBM's solution and product strategies including vendor products. Understands IBM business and brand strategies and how these translate into solutions which address client needs.

- Exhibits entrepreneurial behavior with customers/prospects to instill confidence that IBM is committed to building solid relationships

Overall Depth: The Business Development Executive deep skills are in understanding the client's industry and business.

Apply Client Industry:

- Have intimate & profound client Industry knowledge with strong relationships.

- Creates innovative, multi dimensional partnerships to be seen as advisor;

- Orchestrates across various Client & IBM's Business units / Brands.

Provide IBM Solutions:

- Mastery of competition's offerings, strategies and plans. Effectively differentiates IBM offerings from competitive alternatives and creates distinct preference for IBM offerings. Knows when to bring elements of competitor's offerings or products into the equation to create the highest yielding deal for the customer and IBM

Apply Technical Methods & Models:

- Team Solution Design Method - A methodology with defined work products which is used by all technical sales practitioners to insure client's requirements are understood and design the best possible solution to meet the client needs.

- Presents bold and disruptive ideas to position IBM solutions & services to provide explicit financial & business benefit succinctly to a CXO.

- Uses new age business apps and often partners with others (SIs, ISVs, BPs) to strengthen the solution.

Problem Solving:

- Anticipates future customer, industry and information technology trends. Applies this understanding to develop a strategic vision which influences business area, country or international strategic objectives.

- Develops and implements product, market, business or technology strategies with executive review.

Sales/ Business Development :

- Targets business deals that combine multi-CAMSS elements and multi-brands to generate maximum business impact. Focus on speed to close small sized deals, that lead to larger ones.

Revenue Impact:

- Applies broad industry, technology, business and professional knowledge to contribute to revenue growth. Responsible for committing multiple resources and achieving customer satisfaction, cost, expense, revenue and other critical business measurements

Deepa Dassani

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