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Job Details

Watson Health -Manager Contract Management- Truven

Company name
International Business Machines Corp. (IBM Corporation)

Philadelphia, PA

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Job Description


Revenue Optimization team members will collaborate with Sales, Finance, Legal/Security and the extended account teams to:

Instill a laser focus on revenue recognition and revenue reporting across the organization

Support pre-sale activities to reduce sales cycle time

Centralize various internally-facing account management functions to support sales and client teams to accelerate revenue recognition


Leadership Responsibilities include the establishment of new efficiencies to reduce sales cycle time and optimize revenue. These may include:

Collaborate with Contract Admin to expand contract templates, establish streamlined communication, and document standard work

Collaborate with Security Team to expand efficiencies around process, establish streamlined communication, and document standard work

Collaborate with Finance to establish a streamlined Pricing Process, resulting in fewer internal barriers, shorter sales cycle, improved discovery of client/prospect needs, and improved internal communication of assumptions; establish budgetary proposals; expand email proposal templates for consulting services

Establish a more efficient Renewal-Prep Process to enable sellers to focus on sales strategy/signings by automating the process of collecting internal client information, assuring it is more readily useable for strategic action (i.e., Current vs Proposed template, Growth Plan Template)

Establish a Revenue Reporting Cadence providing project/account information to the right people at the right time to impact revenue results

Establish a more streamlined Order Management/Provisioning process from signings thru invoicing, including establishing clear accountability around project ownership, project completeness, expected delivery date, and project delivery

Establish Full Account View reporting (i.e., committed, committed TBD, new sales opportunities) providing information which will impact strategic action

Establish sales and revenue metrics tracking as appropriate

General responsibilities focus on centralized support from signings thru invoicing, by collaborating across account teams, sales, finance, legal and security. These may include:

Centralized contract admin support, including: draft/edit/track changes to renewal amendments and SOWs; drive all non-revenue related legal agreement (e.g., data sharing agreements, third party access and extract agreements, NDAs); oversee/track legal agreement process to expedite final approvals/signature (including vendor consents); assure all client SPW Legal tabs are up-to-date

Centralized security liaison between Security team and account team to project manage Security & Compliance requirements, questionnaires, supply chain requests; facilitate customer security audits by setting up meetings and coordinating with all necessary security compliance resources

Centralized pricing/renewal support to ensure efficient internal pricing approval process between Sales, Pricing Manager/Finance and internal leadership; includes assuring Sales leads have the information they need to expedite the pricing process, i.e., ballpark pricing, Budgetary Proposals, Truscope and Pricing Workbook assumptions, email proposals, renewal pricing prep (e.g., current v proposed, growth plans, full account views)

Centralized Revenue Analyst (aka, order management/provisioning support) across all accounts to assure each project is accurately accounted for in Oracle, from closed-won thru invoice; assure all client SPW Finance tabs are up-to-date (i.e., payment terms, invoice contacts/address, Purchase Order requirements); confirm all invoice information is set up accurately in each ePIF from the start of each project; receive notification when project is delivered; perform initial invoice reviews prior to final approval by CE

Centralized report-outs for Consulting Retainers and Volume Overage, providing a line-of-sight to potential new opportunities

Centralized PGs and Credit/Goodwill report-outs, incorporated into Full Account View reporting, to assure complete impact is understood

Centralized handling of new client internal set-up, pertaining to sales and finance related actions (i.e., client team assignments updated in applicable tools, contract terms established in Oracle, account converted from prospect to client in Salesforce, establishment of new SPW file)

General responsibilities may require client-specific support (i.e., Channel Partner, complex client), focused on revenue recognition responsibilities and account management functions

Required Technical and Professional Expertise

3 years work experience in project coordination or client-facing role

3 years understanding healthcare industry

Preferred Tech and Prof Experience

5 years work experience in project coordination or client-facing role

5 years understanding healthcare industry

EO Statement

IBM 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, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

Company info

International Business Machines Corp. (IBM Corporation)
Website :

Company Profile
International Business Machines Corporation provides information technology (IT) products and services worldwide. The company’s Global Technology Services segment provides IT infrastructure and business process services, including outsourcing, process, integrated technology, cloud, and technology support. Its Global Business Services segment offers consulting solutions for strategy and transformation, application innovation, enterprise applications, and smarter analytics; and application management, maintenance, and support services. International Business Machines Corporation’s Software segment offers middleware and operating systems software, such as WebSphere software to integrate and manage business processes; and information management software for database and enterprise content management, information integration, data governance, data warehousing and analytics, business analytics and intelligence, and predictive analytics. This segment also provides Tivoli software for cloud and datacenter management, enterprise endpoint and mobile device management, asset and facilities management, storage management, and security systems; Rational software that supports software development; and Mobile Software for platform and application development, mobile security, and mobile device management. The company’s Systems and Technology segment provides computing power and storage solutions; and semiconductor technology, products, and packaging solutions. Its Global Financing segment provides lease and loan financing to end users; commercial financing to dealers and remarketers of IT products; and remanufacturing and remarketing services for equipment. The company was formerly known as Computing-Tabulating-Recording Co. and changed its name to International Business Machines Corporation in 1924. International Business Machines Corporation was founded in 1910 and is headquartered in Armonk, New York.

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