IBM Account Business Development Executive-Energy & Utilities-Northwest in SEATTLE, Washington

Cloud Application Innovation (CAI) is part of IBM’s Global Business Services organization and is responsible for delivering application development and maintenance services for client. The Account Business Development Executive (BDE) is the primary sales and solution leader responsible for leading new opportunities across multiple accounts within a region. This role is for the Northwest region. Role responsibilities include:

  • Business development (Pre-Sales)

  • Establishing and maintaining executive relationships

  • Solution Design

  • Complex pricing which is translated as client value proposition

  • Contracting and Negotiations

  • Engagement Oversight

Success is measured by the following business metrics:

  • Signing (new contracts)

  • Total Revenue Growth

  • SaaS Revenue Growth

  • Pipeline Coverage (New opportunity identification, validation, and qualification)

The Account BDE will be assigned a group of regionally based accounts. Prior experience in Sales and/or Business Development for Application Development and Maintenance services is required. Candidates should also be familiar with the following techniques, technologies, and platforms – including the applicability to IBM’s clients to drive improved customer service and safety:

  • Agile application development and maintenance services

  • Cloud based delivery including DevOps and integration platforms

  • Analytics solutions including cognitive computing

  • Mobile technologies

  • Security tools including ethical hacking and data privacy

Key job responsibilities include:

  • Develops and sustains executive relationships at assigned accounts

  • Achieves Annual, Quarterly, and Monthly Signings & Revenue Quotas

  • Develops and executes growth initiatives

  • Opportunity identification and progression

  • Serves as the single point of client contact for the specific opportunity being pursued

  • Exhibits thought leadership and forms strategic relationships to provide the client value (e.g., ADM efficiencies, market trends, regulatory support) while maintaining an effective partnership with the client's executive management and key individuals who influence client decision making

  • Analyzes client’s business, goals, strategies, industry trends and directions

  • Develops client deliverables such as a request for information (RFI), request for proposal response (RFP), statements of work (SOWs), and oral presentations

  • Defines proposal format, tables of contents, develops proposal input per plan, authors final proposal ensuring consistency of content and integration, develops proposal risk assessment for review, schedules & leads the review, leads presentations to client, reviews & approves final proposal, participates in lessons learned activities, leads win-loss review, participates in due diligence

  • Integrates products and services required to meet business needs

  • Leads commercial and technical negotiations to senior client executives & stakeholders

  • Actively participates in developing the team’s goals and managing to deliver the agreed upon objectives

  • Effectively manages multiple client opportunity

Additional characteristics which will help make candidate successful:

  • Strong leadership capabilities

  • Effective communication skills

  • Self-directed and goal oriented

  • Creativity

  • Well organized & Team Player

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  • At least 3 years experience in one or more of the following: Cloud, Mobile, Testing, Cognitive / Automation

  • At least 2 years experience in consultative selling

  • At least 2 years experience in business development

  • At least 3 years experience in Energy & Utilities

Global Services

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.