Client Representative (FSI)

Location: Selangor
Job type: Permanent
Contact: Shi Wei Low
Email: email Shi
Reference: 296895BR

Your Role and Responsibilities :

As a Client Representative in Financial Services:

  • You are responsible for the client relationship with a few Financial Services Clients.
  • You are the integrator of IBM providing one face, one IBM strategy for the client, responsible for overall revenue, profit and client satisfaction.
  • You are involved in the development of the overall account plan and has primary responsibility for identifying & prioritizing opportunities, and developing solutions primarily in the software and services areas, be it with internal or external parties.
  • Understands the client's organization and develops and executes a relationship plan to address both IT and Line-of-Business organizations.
  • Builds relationship with the client's leadership team earning a reputation as one of the client's trusted business advisors.
  • Demonstrates a high level of business acumen and applies a thorough understanding of the client's business, organization, strategy and financial position.
  • Skilled in consultative selling involving business partners, solution vendors as appropriate, with a deep understanding of the client's needs and IBM business & brand strategies, IBM capabilities and how these translate into solutions and value for the client.
  • Understands and navigates IBM to identify, acquire and coordinate a team of critical resources (internal and/or external) needed to address client needs.
  • Plan and facilitate and/or conduct complex negotiations reaching lasting agreements and commitments.


  • Knowledge of Cloud Technologies and proven sales experience in this area is preferred.
  • Comfortable and ability to maintain, develop and nurture CxO relationship.
  • Minimum Sales Experience of 10 years with at least 5 years in Senior Client Management roles.
  • Expert in developing account plans