Job Description

The Project Executive focuses on the client and business. The tables below describe the responsibilities of the PE to fulfill specific objectives.

Client Relationship: Trusted business partner

• Be the primary focal point and owner for all account/contract activities.
• Manage client relationships with functional and executive levels throughout IBM and client organization.
• Manage client expectations and overall satisfaction with IBM.
• Work with client to identify its business objectives, priorities and directions, critical success factors, and apply this knowledge to establish and implement an account strategy.

Consultative Selling: Grow base account

• Understand and apply IBM selling techniques to identify business opportunities and leverage resources in closing new business with the client.
• Lead in driving new or existing business to achieve or exceed revenue and profit objectives with a focus on contract erosion making all appropriate IBM and client trade-offs.
• Is fully aware of the competition and impediments to growth.

Program Management: Deliver on commitments

• Perform client contract crisis management, manage contract scope, commitments, and responsibilities of all parties.
• Lead teams to execute contract terms and conditions enabling breakthrough thinking, conflict resolution, effective communications, and managing any cultural differences.
• Ensure Service Delivery manages all program/project schedules and contract deliverables that support the client's business with a focus on delivering on every commitment made.

Business/Financial Management: Profitable revenue growth

• Is accountable for meeting revenue, profit, and growth objectives and for improving overall client satisfaction targets.
• Plan, track, control, and manage all aspects of contract financial performance including resource investments, deployments, asset management measuring performance against plan to optimize profit.
• Identify and apply current and future industry business trends that could impact the client's business.
• Work with client to identify their business objectives, priorities and directions, critical success factors and applies this knowledge to establish and implement an account strategy.
• Understand the competition and work with the client to identify potential areas of growth and ensures growth plans are tied into overall account plan to stem contract erosion.

Team/People Leadership: Highly effective, motivated team

• Create and maintain a high performing account team (globally as required) with a responsibility for people development, motivation and delegation.
• Improve team work across IBM to appear seamless and one voice to the customer.
• Lead Service Management deliverable reviews through the Delivery PE to ensure quality of service, on time delivery, and costs are within contract targets.
• Ensure an effective communications plan is in place between the client, account team, and team IBM.