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This role is responsible for management of IBM consulting services and solutions in the designated key accounts of retail/consumer industry. He/She should advocate IBM consulting strategy, promote IBM consulting solutions to the market and clients, identify corresponding opportunities in both short term and long term, and close deals by orchestrating capabilities from various solution teams. On the top of C-level client relationship management, experienced consultative selling skill is expected. Responsibilities: ? Being the trusted client partner for the designated key accounts in retail/consumer industry to build sustainable strategic relationship with the clients. ? Responsible for business development and account management of the designated key accounts in retail/consumer, especially for MNC accounts. ? Manage end-to-end sales cycle, from leads generation to deal closure. ? Orchestrate IBM consulting capabilities into the best solutions to address client’s strategic needs. ? Closely work with various IBM consulting service lines, to accelerate the growth of retail/consumer industry key accounts in total business portfolio. Required Technical and Professional Expertise : ? 10 years or above of experience in consulting services, including selling/BD, advisory, and solutioning. Having experience of project delivery and execution is preferred. ? Strong industry consulting background in retail/consumer. ? In-depth understanding of clients’ industry and business model, being able to bring continuous and integrated solutions to clients by digging and exploring clients’ needs constantly. ? Solid experience of managing key accounts and ensure their healthy growth. ? Proven record of managing and closing large complex service contracts. ? Good at opportunity identification, including new opportunity creation and existing opportunity build up. ? Knowledge and experience in various consulting services. ? Good at managing C-level client relationship and building strategic level collaboration relationship by applying consultative selling techniques. ? Strong collaborative skill to organize various teams and resources for shaping the best solution for clients. ? Strong interpersonal skills to communicate and engage with external clients and internal organization.