IBM Associate Partner, Healthcare in WASHINGTON, District Of Columbia

We live in a moment of remarkable change and opportunity. Data and technology are transforming industries, society and even the workplace—by creating professions that didn’t exist before the emergence of data, cloud, social and mobile. IBM Global Business Services is a leader in this transformation and just the place to define and develop your consulting career. At IBM, you’ll work to solve some of society’s most complex problems and uncover what’s possible as you help our global clients succeed. Join us and discover what you can make of this moment.The Federal Healthcare Associate Partner will be part of IBM's Global Business Services (GBS) US Public Sector Federal Healthcare team, responsible for Account Management including Business Development and Go-To-Market services as well as P&L and team management in the Federal Healthcare industry for the Defense Health Agency.This resource integrates IBM delivery, selling and technical resources to develop and propose differentiated solutions that address Federal Healthcare client business needs; deliver client value; and support IBM and GBS business strategies. Must lead and/or support concurrent initiatives and tasks needed to advance business development initiatives, opportunities and proposals. Must be able to identify additional work associated with current clients/activities, as well as identify and close on new work. In addition, this person must oversee the financial performance of DHA projects and build senior leadership relationships.Specifically, this resource will:

  • Contribute to growth in IBM Global Business Services (GBS) new business, revenue and profit from Federal Healthcare clients.

  • Identify and advance new business opportunities to closure

  • Build, grow, and steward client and business partner relationships

  • Assist in assuring client satisfaction and maintaining a strong client relationship through delivery excellence

  • Manage the financial performance of account projects

  • Manage B&P, marketing and special project budgets

  • Manage cross brand initiatives

  • Manage the financial performance and timely payments of account projects

  • Work with delivery organizations to ensure staffing/talent strategy and investment is aligned with account growth and strategy

The resource will be called upon to lead, manage or support sales teams within a matrixed corporate organization and will need to master internal processes and practices. The successful candidate must be equally skilled at building internal relationships as those with clients and business partners.Successful candidates will allocate their time as follows:

  • 40% Identifying and advancing new business opportunities

  • 20% Prospecting and identifying new clients and business partners

  • 10% Proposal development

  • 10% Team development

  • 10% Managing financial performance

  • 10% Client satisfaction

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  • At least 10 years experience in US Federal Healthcare government experience and/or experience providing consulting and/or sales support to Federal Healthcare clients

  • At least 5 years experience and demonstrated record of business development and sales

  • At least 5 years experience and demonstrated ability to understand client business problems and articulate sales strategies and solutions to address them

  • At least 3 years experience with Client relationship management

  • At least 1 year experience working in a matrixed organization

Global Services