IBM GBS Banking Account Partner in PETALING JAYA, Malaysia

  • Own and manages a set of focus B&FM accounts with primary responsibility for customer relationship, sales and business development and secondary responsibility for account revenue and profit

  • Develops relationships with key client stakeholders (e.g., CEO, CFO, CIO, COO, Board members) to become their trusted advisor

  • Drives IBM dominance as trusted advisor to the Company’s top decision-makers

  • Owns and manages opportunities in accounts covered to closure

  • Takes overall responsibility for delivery outcomes in accounts covered

  • Provides guidance and mentoring to GBS team working in the account(s), and drives a positive working environment and culture. Client Value Responsibilities – Client Satisfaction, Relationship Management & Client Delivery. Build Influential and Enduring Client Relationships

  • Make intense investment in knowing the client (industry, ecosystem, org, Individuals)

  • Focus on “likeability” factor and increasing client’s personal and professional success

  • Be creative and persistent in building relationships and creating an action plan. Be viewed as a pioneer of new & Relevant thinking. Continuously bring provocative, new ideas / POVs that matter most to the client

  • Leverage IBM’s story, innovation capabilities, sr. execs, to hold higher value conversations

  • Actively translate ideas into high-value client opportunities. Be viewed as a champion of Client Experience. Drive business outcomes that make the client and IBM successful (mutual success)

  • Earn client’s trust, starts with strong delivery to over-delivering in every client exchange

  • Provide insight to manage client opportunities and needs (e.g., resourcing)Actively develop great Leaders and Teams

  • Facilitate continuous learning opportunities and empower teams to improve performance of my teams

  • Take personal accountability for coaching / apprenticeship as part of my daily mantra

  • Instill core consulting skills through on the job learning and support of training. Excel at Personal Re-invention with Clients. Make the client smarter about the issues that matter most

  • Actively grow thinking, understanding, eminence of the team and client’s talent

  • Build 3-dimensional acumen (IT, Business, Consulting) that allows me to rapidly adapt skills in a changing client environment Be personally accountable for results – Operate as a ‘CEO”

  • Manage account performance; responsible for meeting client / financial commitments and ensuring business integrity. Own and manage the development and delivery of quality solutions and deals, including securing best allocation of resources. Demonstrate Ability to Integrate & Collaborate

  • Know first-hand the range of GBS and IBM offerings and capabilities that allow us to deliver superior outcomes to my client

  • Developing a strong cross-brand network and day-to-day working relationships to deliver on my client’s needs like no other

  • Know what can’t be said by others (compelling case for IBM)Think and Act Beyond Borders

  • Frame points of view / recommended approach in global context – help my client see opportunity and growth beyond existing borders

  • Analyze and leverage the depth and breadth of IBM’s global offerings to deliver against our client’s expectations, footprint and needs

  • Robust Account Performance - Large, high-growth book of business with a High win-rate / sole-sourced deals

  • Deep Relationship Propensity - Worked with Client in a consulting / relationship-driven behaviors

  • Differentiated Competitive Positioning - Significant wallet share & Large, strategic contracts

Global Industries

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