Position Summary and Responsibilities:Lead professional position for the Business Development profession, the Business Development Executive (BDE) is responsible for the initial qualification involving new and/or emerging business opportunities. Works with IBM sales and marketing extended teams as well as customer/prospect executives to quickly determine if an opportunity should be developed, transferred to another IBM provider or partner, or formally closed out as an invalid business opportunity. Is responsible for creating and building relationships that will result in additional revenue and revenue opportunity within the geography or enterprise. Acknowledged as an expert in identifying and building discipline/specialty offerings/solutions in new markets. Invests IBM resources to ensure coverage and penetration for new opportunities. Leads very large multifunctional teams to develop and close the most complex, leading-edge, high-risk opportunities, planning and leading negotiations with all levels of customer/prospect management, including senior executive management. Uses various IBM tools and metrics and financial analysis techniques in the opportunity qualification and assessment process. Has mastery of IBM's strategies, organization and processes and is acknowledged by peers, senior management inside and outside IBM, as an expert and leader in emerging industries (e.g., Internet and Web-based business and commerce, etc.). Acts as a mentor to less experienced professionals within and outside the profession. Exhibits entrepreneurial behavior with customers/prospects to instill confidence that IBM is committed to building solid relationships in new/emerging market spaces.
Assumes additional responsibilities as assigned.This person will be responsible for the Financial Services and Insurance branch in Canada, where there is no coverage today. This is our biggest market in the country. Currently, we have more than $600M in opportunity potential, ie. identified and/or actively being pursued.
Skills:Environment:Has mastery of the information technology industry and associated leading edge solutions and strategies, that can be applied to opportunities at business unit, country or international levels.
Has mastery of techniques and tools (e.g., opportunity assessment resources, global finance planning, etc.) to help reduce selling cycle time and to bring innovative, executable solutions to customers/prospects in the most timely manner.
Maintains mastery of competition's offerings, strategies, and plans. Effectively differentiates IBM offerings from competitive alternatives and creates distinct customer preference for IBM offerings.
Knows when to bring elements of competitors' offerings or products into the equation to create the highest yielding deal for the customer and IBM.
Manages customers/prospects and opportunities that are perishable and highly visible, complex, competitive, leading edge or difficult.
Communication/Negotiation:Plans and conducts very complex and strategic negotiations between IBM, customers/prospects and other parties which result in appropriate and often long-term relationships or alliances that help attain personal, team and IBM business objectives.
Is an excellent and effective negotiator at all levels of customer/prospect management for the acquisition of leading edge, total solutions that result in lasting agreements and commitments.
Demonstrates the highest levels of teamwork to define approaches to meet customer needs in the most expedient manner.
Communicates proposals to customers/prospects effectively and in a compelling manner.
Problem Solving:Recognizes very complex problems relating to clients' business models and the business plans they are trying to achieve. Analyzes situation and defines new, innovative approaches or procedures.
Brings strategic, long-range focus to solving client problems.
Working Conditions:Normal/flexible office conditions, frequently exposed to demands of travel and irregular work hours.