Account Specialist – Customer Success Manager - JHB at IBM

Your primary responsibilities will include:

• Understanding Client’s Challenge and Building Trust: Understand clients’ primary challenges and establish yourself as a trusted technical expert for their migration, deployment, and adoption of licensed software.
• C-Suite Stakeholder Relationship Building: Identify and nurture relationships with C-Suite stakeholders, encouraging them to act based on business requirements and the value provided by IBM’s solutions.
• Facilitating Use-Case Exploration and Business Framing: Lead and facilitate use-case exploration and business framing workshops, create client value realization models, including ROI and business value assessments.
• Customer Advisory Role: Actively work as the customer’s trusted advisor throughout all phases of onboarding, deployment and renewal, which includes executive briefings and health status checks.

Required Technical and Professional Expertise

• High Energy, Resilience, and Initiative: Demonstrated high levels of energy, resilience, initiative, and commitment to lead yourself and others through ambiguity to consistently deliver client value.
• ROI and Value Communication: Proven experience in creating and communicating ROIs, client value assessments and executive business reviews based on enterprise software implementation and delivery.
• Exceptional Networking Skills: With a verifiable record of influencing the c-suite throughout the closure and post-closure adoption of complex technology/software sales cycles (involving deals worth multi-millions).
• Effective Communication and Relationship Building: Demonstrable success in communication and relationship development at all levels, from engineers to CIOs, with excellence and comfort in navigating healthy debates that lead to sound decisions.
• Problem-Solving and Solution Presentation: Proficiency in navigating data, people, and processes to find answers and present solutions that compel further client investment and expanded adoption of provided solutions.

Preferred Technical and Professional Expertise

• Experience working with a broad spectrum of technology solutions – Cloud, Data & AI, security, automation etc. (training in IBM’s products will be provided).
• Experience working in sales of software, SaaS / IaaS / PaaS and/or Cloud