Consulting Account Executive - Industrial/Communications

Introduction

A career in IBM Consulting is built on long-term client relationships and close collaboration worldwide. You’ll work with leading companies across industries, helping them shape their hybrid cloud and AI journeys. With support from our strategic partners, robust IBM technology, and Red Hat, you’ll have the tools to drive meaningful change and accelerate client impact. At IBM Consulting, curiosity fuels success. You’ll be encouraged to challenge the norm, explore new ideas, and create innovative solutions that deliver real results. Our culture of growth and empathy focuses on your long-term career development while valuing your unique skills and experiences.

Your Role And Responsibilities

As a Consulting Account Executive (CAE), you will play a critical role in the success of Hakkoda by leading, developing, and executing sales strategies for consulting services to direct clients (North America) as well as establishing, maintaining, and growing our relationships with key technology partners. A CAE helps grow Hakkōda’s business by finding, nurturing, and closing new sales opportunities for our consulting services.

• Commanding and cultivating knowledge of Communications, Media and Entertainment (CME) industry trends, regulatory changes, and emerging technologies in finance data analytics.
• Developing and continually enhancing a deep understanding of Hakkōda’s service and solution offerings and the underlying technology solutions and platforms in the data and analytics space in order to effectively communicate our value proposition with a technical or business audience
• Continuously seeking ways to enhance your knowledge of our industry, market, and competitors to secure meetings, increase your value to our technology partners, and generate revenue
• Establishing and maintaining a strong working knowledge of key partner software product features, differentiating capabilities, and Hakkōda points-of-view on their market positioning
• Identifying target Manufacturing accounts and potential fit with relevant offerings
• Gathering information related to the target client’s buying patterns based on industry knowledge, relationships, and/or prior experience
• Identifying target contacts and relationships and qualifying opportunities through calls, meetings, and workshops engaging the appropriate Hakkōda Data Architect during the sales cycle
• Managing a disciplined sales pipeline from lead to close
• Leading account preparation, background, approach, strategy for qualified opportunities
• Identifying and aligning appropriate Hakkōda resources to pursue, win, and manage opportunities
• Leveraging relationships at clients and partners for insights and influence, messaging, and overall opportunity support
• Participating in meetings and market-facing activities as the "face" of Hakkōda
• Expanding Hakkōda’s presence in the region from both a customer and partner perspective
• Collaborating regularly and proactively with key partners on accounts, strategy, and events
• Utilizing Hakkōda content, event presence, workshops, and partners to help build and enhance a pipeline of opportunities
• Build and nurture relationships with prospects, customers, and partners on a daily basis via multiple touchpoints with a relentless focus to source new opportunities and grow the existing services portfolio for Hakkōda
• Effectively using Hubspot (maintaining an accurate pipeline and tracking activity), LinkedIn, Google, and other prospecting tools to research target accounts, identify key contacts and craft targeted messaging
• Becoming knowledgeable and credible around data and analytics at the field/discussion level
• Traveling as needed to attend client meetings, industry events, and technology partner activities
  
  

Preferred Education

Bachelor's Degree

Required Technical And Professional Expertise

• Minimum of 7 years of direct technology product or consulting services sales experience with a proven track record of selling data, cloud, analytics, or business intelligence services to clients in Manufacturing
• Existing understanding of the cloud, data, analytics, and BI technology space
• Passionate about technology and relentless about providing world class service to customers and partners
• Highly self-motivated to drive opportunities from lead to closure
• Proven critical thinking skills to take ambiguous client challenges and convert them into real sales opportunities
• Excellent written, oral, and social communication skills and very comfortable presenting to small and large audiences of varying levels of responsibility
• Ability to work independently, with strong organization, time management, and prioritization skills
• Ability to understand and build long-term business relationships with client buying teams composed of varying levels of complexity
• Able to learn, research, and grasp complex technical concepts
• Experience with Sales/CRM systems and track record in maintaining sales related information consistently in the CRM system