Telco Account Manager – IBM Software

• Drive new business opportunities for the IBM Digital Business Solutions Unit with existing customers.
• Collaborate with Account Management and Pre-Sales teams to identify prospects, qualify leads, and deliver solution presentations.
• Support customers in defining their business cases for digital transformation initiatives and serve as their trusted subject matter expert.
• Build and manage a strong sales pipeline.
• Strengthen relationships with existing customers to ensure long-term engagement.
• Engage in discussions with CxO-level executives and senior business leaders on digital transformation strategies and trends.
• Lead proposal development activities, including RFP responses, coordination with Technical Sales teams, and collaboration with business partners to deliver the right solutions.
• Promote and enhance customer understanding of Digital Business Solutions offerings to establish trust and credibility.
• Provide fortnightly pipeline updates to the Sales Manager.

• Strong background in sales and business development.
• Over 10 years of experience in software solutions (delivery and/or sales), with at least 5 years in a sales role (must have) within Telco sector.
• Excellent written and verbal communication skills, including experience presenting to C-level executives.
• Ability to manage multiple priorities effectively, with strong organizational and project management skills in a fast-paced environment.
• A proactive, results-driven professional committed to customer success and achieving business objectives.
• Solid sales or delivery knowledge and/or experience with IBM or other vendor solutions and platforms across areas such as Analytics, Information Management, Big Data, Integration, Business Process Management, Customer Experience, AI, IoT, and RPA.
• Strong ability to understand customer digital transformation drivers and priorities and translate them into compelling business cases.
• Keen awareness of market trends and emerging technologies, with the ability to propose relevant solutions and influence IT and business decisions.

Kingston Stanley