Business Development Executive-General Services Administration - Herndon, United States - IBM

Description

Introduction
At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible.

Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your Role and Responsibilities

As an experienced Business Development Executive at IBM, you will lead the identification, qualification and bid of opportunities to secure new contracts across Federal Civilian accounts with a focus on the General Services Administration (GSA).

The successful candidate will be responsible for leading the business development creation of opportunities in their accounts with an emphasis on the Territory Plans and Pipeline as well as lead the capture efforts for new business initiatives.

The candidate must be experienced in securing large scale contracts and possess the skills and experience to lead and inspire the members working on pursuits.

You will analyze client business, goals, strategies, industry trends and directions to develop compelling outcome- based value propositions that result in a win You will also have demonstrated success in gaining awards, and growing revenue, focused on multiple opportunities in the $25 million range or larger.

Essential Functions/Primary Responsibilities:

Work in a collaborative manner, with the IBM Service Lines, pricing, contracts, the line (Delivery Operations) and proposal operations organizations to create solutions responsive to the customer needs.

Formally engage and lead multidisciplinary teams in developing complex solutions for specific client opportunities and in developing client deliverables such as a Requests for Information (RFI), Requests for Proposal (RFPs), and Statements of Work (SOWs) or presentations.

Utilize IBM capabilities and insight on existing work; assist with the teaming with the right partners; assessing the viability and relevance of IBM past performance and key personnel and develop innovative and compelling solutions to meet customer requirements.

Capitalize on the company's established range of service offerings for Federal and Commercial customers, all delivered via industry best practices and processes.

Develop strategies with the respective capture pursuit team (i.e., win themes; management solution; technical solution; teaming; pricing); coordinate corporate resources; build teams of subcontractors; assess competition; present decision gate briefings to executive management; manage bid and proposal funding; from the decision to bid to the post submission phase of an opportunity.

Build, position, and capture deals by infusing commercial innovation and leading-edge technologies to each bid opportunity.
Coordinate with proposal development; contracts; pricing and oversee bid completions.

Utilize a disciplined approach to lead the capture process and to progress the PWIN and mature the capture of the targeted opportunities.

Meet with customers to learn their key requirements and show how IBM can meet their needs.

Establish and cement long term client relationships that are meaningful to support new initiatives, potentially leading toward new opportunities with the client.

Work across the company to develop and implement win strategies to increase competitive advantages on bids and best position IBM.

Lead and negotiate teaming agreements and strategic alliances.
Work with the Solutions team to develop competitive solutions that meet customer requirements and hit the Price to Win.
Identify gaps and develops strategies to overcome weaknesses and mitigate risks.

Required Technical and Professional Expertise
Minimum of 5 year's experience selling IT services and management consulting services to GSA.
Knowledge of the Civilian agencies Programs and Orginization and how consulting/technology services can impact their missions.
Federal consulting services sales experience of 10 plus years

Preferred Technical and Professional Expertise
10 + years of technical selling experience to federal clients

About Business Unit

IBM Consulting is IBM's consulting and global professional services business, with market leading capabilities in business and technology transformation.

With deep expertise in many industries, we offer strategy, experience, technology, and operations services to many of the most innovative and valuable companies in the world.

Our people are focused on accelerating our clients' businesses through the power of collaboration. We believe in the power of technology responsibly used to help people, partners and the planet.

Your Life @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company.

They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers.

The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

About IBM

IBM's greatest invention is the IBMer.

We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain.

Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

Location Statement

IBM offers a competitive and comprehensive benefits program.

Eligible employees may have access to:

• Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
• Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long term disability coverage, and opportunities for performance based salary incentive programs
• Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
• Training and educational resources on our personalized, AIdriven learning platform where IBMers can grow skills and obtain industryrecognized certifications to achieve their career goals
• Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.

This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

This position is eligible for participation in an IBM Sales Incentive plan.

Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change.

The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan.

Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.

We consider qualified applicants with criminal histories, consistent with applicable law.

US Citizenship required

Being You @ IBM

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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics.

IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
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