IBM

Senior Director Key Accounts - Promontory

IBM
Introduction
Promontory Financial Group (“Promontory”), an IBM Company, is a global leader in strategy, risk management, and compliance consulting. Promontory excels at helping clients resolve critical issues, particularly those with a regulatory dimension.
Our unique domain expertise, combined with IBM’s world-class technology, allows us to resolve challenging national and cross-border issues in banking, securities, commodities, financial instruments, markets, digital assets, and insurance.
Promontory professionals have unparalleled regulatory experience and insight, and provide our clients with frank, proactive advice informed by best practices and regulatory expectations.
Promontory is a leading strategy, risk management, and regulatory compliance consulting firm focusing on the financial services industry. Our professionals, with deep expertise gained through decades of leadership at regulatory bodies, Fortune 100 corporations, and consultancies, help entities understand and implement global and national financial services regulation and risk and governance practices, and operate effectively.
Your Role and Responsibilities
The Senior Director Key Accounts role is responsible for running one of our key account coverage segments and in that role for identifying and driving $10 million in signings across the in-segment banks during calendar year 2021.
The Senior Director Key Accounts is responsible for:
  • Knowing each, in portfolio, account, its strategy, its organization and for maintaining relationships with key contacts in the account(s) and within market segments, so as to identify needs and market trends.
  • Developing and executing effective semi-annual, segment level and account level plans, that drive successful relationship building, prospecting and sales activity, leading to on or above plan revenue generation.
  • In support of identifying opportunities for our practice groups, establishing and maintaining an optimized range of professional relationships with key decision makers and key influencers, in business units aligned to the solutions we are emphasizing.
  • Leveraging the account relationships to identify issues, working with the solution centers to map the issues to solutions, setting “pitch” meetings, developing a robust pipeline and winning business that enables the achievement of the signings and revenue plans.
  • Driving comprehensive and timely segment reporting, effective pipeline management and periodic segment meetings in support of goal achievement.
  • Collaborating effectively across IBM and PFG groups to cross-sell, upsell and maximize our account footprint.

Required Technical and Professional Expertise
  • 15+ years of experience working in a corporate or commercial bank, consulting firm, or a financial services vendor as a strategic, large account manager, preferably globally, for one or more of the largest financial institutions, focused on their risk and/or compliance functions.
  • Demonstrable history of building long-term relationships with customer satisfaction and client retention
  • Ability to work well in a changing environment while maintaining discipline to achieve goals
  • Polished presentation, interpersonal and networking skills
  • Keen to learn and willing to get involved in a wide variety of projects
  • Passionate self-starter with the drive to achieve and surpass objectives

Preferred Technical and Professional Expertise
  • Relationships in the North American banking industry, including rolodex of CRO and CCO contacts
  • Experience in sales and account management
  • Knowledge of the key risk and compliance functions within a bank
  • Insights and opinions into the applicability of financial technologies such as Cloud, Cognitive, Blockchain, etc.

About Business UnitFounded in 2001 by Chief Executive Officer Eugene A. Ludwig, former U.S. comptroller of the currency, Promontory became a wholly owned subsidiary of IBM in 2016.
Operating at the intersection of strategy, risk management, technology, and regulation, Promontory helps clients achieve their business goals through designing and implementing strategic initiatives, performing key functions, and managing regulatory, operational, and financial risks. We are a trusted partner to both financial and non-financial corporations and governing bodies. We work with boards of directors, senior management, business-line leaders and compliance professionals to help improve functions and business results.
Your Life @ IBMAre you craving to learn more? Prepared to solve some of the world's most unique challenges? And ready to shape the future for millions of people? If so, then it's time to join us, express your individuality, unleash your curiosity and discover new possibilities.
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Location StatementIBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:
  • 12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.
  • World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.
  • Well-being programs to support mental and physical health.
  • Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).
  • Select educational reimbursement opportunities.
  • Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.
  • Giving and volunteer programs to benefit charitable organizations and local communities.
  • Discounts on retail products, services, and experiences.

We consider qualified applicants with criminal histories, consistent with applicable law.
Being You @ IBMIBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.