Account Specialist Customer Success Manager

Introduction
As a Customer Success Manager – Account Specialist your mission is to collaboratively lead the way for the deployment and adoption of IBM’s solutions within large complex accounts. Highly organized with a natural flare for spotting growth opportunities you’ll identify and secure projects whilst orchestrating the necessary resources for their successful deployment.

Excellent onboarding and an industry leading learning culture will set you up for positive impact and success whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team you’ll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that will have a positive impact to the world around us.

Your Role and Responsibilities
With deep business knowledge and technical skills Customer Success Account Specialists are trusted advisors. Credible and respected confidantes that clients depend on to ensure their Enterprise License Agreements and Cloud deployments are fully adopted and driving the business value they were invested in to achieve.

A natural at inspiring influencing and motivating others you’ll work closely with colleagues and customers to identify compelling business use cases for expansion projects that lead to further investment. Once bought into you will build technically viable deployment roadmaps for the near- to long-term collaborating with stakeholders to maximize their software licensing adoption and deliver exceptional value.

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
Familiarity with IBM’s Product Portfolio: Prior experience working with any of IBM’s products and services (training covering IBM’s product suite will be provided).