Earning Criteria

• Must be an employee of IBM
• Complete a Client Leadership Eminence Development Plan (as part of the CLE Program) and self-assess as Experienced across all eight Capability Areas
• Engage your CLE Geo L&K contact to complete one of the following Giveback Opportunities: Become a Squad Leader, Become a CLE Coach, Become a Mentor, Present on a future CLE plenary, Provide a video testimonial with feedback on the CLE program that can be published on the CLE w3 site for others to view
• Demonstrate Thought Leader level in Built Client Relationships. Has established board-level (or equivalent) relationships & senior account team has working relationships with key C-level execs including CIO, CPO & 2 LoB Execs; Has relationships with 5+ C-suite executives or LoB officers, including CIO, CFO, CEO; Personal relationships with C-Suite or LoB officers; Collaborative disposition of C-Suite relationships or LoB officers; 4+ years in a client-facing leadership role at 1+ clients
• Demonstrate Expert level in 2 additional CLE Capability Areas: Create strategic value; Know your client & industry; Utilize communication techniques; Build & lead high performing teams fostering a culture of inclusion & belonging; Demonstrate emotional intelligence; Drive business excellence & growth across sales & delivery; Know IBMs offerings, capabilities, & ecosystem
• Know your Client & Industry: Earned the Gold Industry Badge; Viewed as a trusted advisor by 5+ members of the C-suite or LoB officers, and invited into executive meetings and strategy sessions; Leverages deep understanding of the business to directly address client challenges/opportunities – resulting in 50% of deals as sole-sourced collaborative initiatives
• Utilize Communication Techniques: Develops clear and compelling win themes; Uses storytelling techniques regularly in client presentations to make powerful propositions; Speaks confidently in public conferences or part of a panel; Receives invitations to present at conferences, client events, etc.; Articulates priority IBM Consulting offerings across all divisions of the client’s business
• Create Strategic Value: Relates industry trends & IBM offerings to client transformation; Has signed a sole source co-developed solution that has industry wide application; Sells & delivers service line expansion in account portfolio; Demonstrable deal progression driven by client excellence leadership; Executes 2+ innovation engagements per year; Maintains a client mindset all the time; Presents to peers in market or Geo on IBM Way & Client Ethos through client stories
• Drive Business Excellence & Growth: Solicits & receives feedback from C-suite and LoB execs by achieving NPS survey volume goals for account tier. Sustained commercial delivery at or near GP budget; Co-developed industry leading solutions, leveraging a broad scope of IBM capabilities; Generates >25% of revenue each year from new service lines; Demonstrable deal progression driven by client excellence leadership; Signed a sole source co-developed solution with industry wide application
• Know IBM's Offerings, Capabilities & Ecosystem: Takes IBM’s top offerings to client; Articulates cross-brand solutions to deliver client value; Co-develops industry leading solutions; Utilizes IBM Garage to co-create 4+ new sole-sourced engagements in the past year; Client has adopted & embedded IBM IP into development programs (i.e.: people, process, technology); Regularly collaborates with Strategic Partners & IBM Tech on offerings & integrate with Consulting offerings to deliver value
• Build & Lead High Performing Teams, Fostering a Culture of Inclusion & Belonging: Fosters a mature, high performing culture; Demonstrates commitment to mentorship with 1+ mentor & serves as mentor for 4+ mentees; Developed future ‘NextGen’ diversity leaders; Serves as a formal sponsor for executives & partner candidates from diverse backgrounds, advocating advancement, exposure & promotion; Earn the Be Equal Ally Badge or demonstrate equivalent commitment to supporting diverse talent
• Demonstrate Emotional Intelligence: Serves as confidante and counselor to Sr level clients & has developed account team to be seen as trusted advisers; Capitalizes on shifts within the client organization resulting in deeper relationships & sole sourced deals; Demonstrates Growth Behaviors by applying Leadership Academy education; Role models resilient team behaviors (self-awareness/self-regulation around emotions & stress responses, managing time to allow for creativity and deep work)
• Obtain a Client Advisor Masterclass completion certificate
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