Introduction
At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your Role and Responsibilities
As a Go-to-Market Business Sales & Delivery Executive for Captives (GCC Business). S/he is expected to

• Interact at the CXO level across the shared services / captives centres set up by Multinationals in India
• Build new and nurture existing relationships in identified client accounts and stakeholders to drive growth around IBM offerings, technologies and consulting capabilities
• Develop the market along with a team of experts across multiple Service Lines and offerings and also lead this effort from the front
• Collaborate with other internal stakeholders including Global Account Teams and Leadership to drive growth in the account
• Anchor the client relationships and meetings / workshops to increase IBM footprint
• Strive for in-depth understanding of the client's business, goals, strategies and industry trends and directions so as to align with what IBM has to offer
• This role also oversees an organization /wide-ranging initiatives across multiple functional areas
• Represent IBM in relevant industry forums towards enhancing the GCC business standing in the market and driving new business acquisition
• Drive thought leadership for GCC, and IBM expertise and delivery capabilities.

Required Technical and Professional Expertise

• Minimum 15+ years of experience in Sales, New Logo acquisition and Based Account Growth for Professional Services & Technology
• Must have experience in acquiring new Captive clients, relationships/connects with multiple Captive center heads, Program directors and procurement.
• Demonstrated ability to lead, win and successfully deliver consulting services engagements
• Proven deep client relationships and capability to drive advisory/ AI/ Hybrid Cloud/ Security agenda
• Proficiency in negotiation skills and opportunity management experience
• Expertise to work across different service lines to lead client conversations and create meaningful engagements
• Proven ability to enhance value of an opportunity through infusion of new technology and digital offerings
• Hands-on experience in door opening conversations, opportunity identification, opportunity qualification and consultative selling to clients
• Adept in “sell & deliver” approach to create long lasting and enriching client partnership
• Prior experience in technologies like SAP and Non-SAP / Shared service / application Management / IOT/ Blockchain/ Security/ AI / Analytics

Preferred Technical and Professional Expertise

• None