Account Director

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IBM Published: February 15, 2017
Job Type


The Account Director  (Level 3) – Professional Services engages with a portfolio of enterprise clients across multiple verticals, usually in annual intervals, to help identify, expose and execute opportunities to enhance their marketing practice and most optimally utilize their relationship with IBM Watson Marketing products.

These responsibilities require:
• A deep understanding of IBM Watson Marketing products, services and partner solutions.
• Thorough expertise in behavioral marketing, digital marketing channels, best practices and brand strategy.
• Strong consulting skills to distill complex business requirements down to the essential project/technical requirements while serving as the expert throughout the process.
• Experienced Program Management skills to orchestrate activities across internal and external organizational units to drive time to market and high-quality results.
• Exceptional leadership skills and an ability to effectively manage cross-functional, matrixed organizations made up of IBM services and partner personnel.
• Analytical proficiency that enables quantitative and qualitative measurement of validity of proposed strategies and financial impact.

The Account Director (Level 3) operates in both a marketing strategy and business strategy capacity to cultivate and grow the relationship with IBM and increase overall success.  This role is responsible for leading consultative engagements that define the client’s business goals, identify areas of opportunity, scope considered projects and consult on delivery in order to ensure optimal marketing success while maximizing ROI.  
This role will develop a thorough understanding of the client’s marketing programs and business objectives, serving as an extension of the marketing organization.  They advocate on behalf of the customer and enable a truly strategic partnership with IBM.  By managing to measurement, the Account Director (Level 3) will develop roadmaps for the assigned customers and quantify the business impact produced along the way.  Additionally, the Account Director (Level 3) serves as the single point of contact into the Professional Services organization, incorporating and leveraging subject matter experts, IBM partners and other applicable resources where necessary.  The Account Director (Level 3) will own responsibility for matrixed personnel, both internally and across the IBM partner ecosystem.


• Provides product and digital marketing expertise to clients and is responsible for growing and maintaining the quality of the Professional Services relationship.
• Analyzes marketing metrics/data and forecasts realistic response, including cost implications and performance goals for marketing programs.
• Identifies and recommends marketing opportunities that draw upon best practices and align with clients’ corporate objectives.
• Designs, produces and presents reviews and recommendations on a monthly, quarterly, annual and ad hoc basis.
• Develops clients’ annual strategic plans based on short and long-term corporate objectives and strategies.
• Identifies and develops opportunities to expand IBM's participation in the client's business to generate optimal business solutions via additional products, services and/or partnerships.
• Fosters peer growth and performance; delegates appropriate responsibilities to aligned team members, using performance management tools as a guide.
• Develops and displays thorough, working knowledge of IBM Watson Marketing products, services and partner solutions, including application of best industry practices.
• Proactively manages client expectations and delivers exemplary client service.  Meets or exceeds the client’s expectations of knowledge and professionalism.  Escalates any issues that impact successful execution of the work before the client is negatively impacted.
• Leverages client experiences to provide valuable insight across the organization to assist in improving processes and workflows.
• Establishes and maintains continuous level of communication with clients and other project stakeholders while clearly managing expectations.
• Creates post mortem reports defining engagement finding and analysis work, as well as quantitative measurement benchmarks both pre and post engagement.
• Ensures project alignment with IBM's Professional Services standards and processes.
• Promotes knowledge sharing and acts as a mentor throughout the Professional Services team.
• Stays up to date on industry evolution; disseminates best practices.

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