We are at a most exciting time at IBM! We have emerged as a premier Cognitive Solutions, Cloud Platform Company. We are working with our clients to reinvent the way the enterprise does business and we are creating deep industry relationships and solutions as we continue this endeavor. As such, we are seeking high energy, creative business development executives to help us build strategic relationships and solve our clients most important problems.HSJS is one of our most important practices in our US Federal Industry. This exciting position will be based primarily in the Washington, DC area. We are looking for candidate who are self starters with long term US Federal Market experience and relationship development skills. We are seeking a relentless entrepreneurial leadership style with a proven track record leading and driving call plans to create new opportunities and increase probability of win on already identified opportunities.ARE YOU ONE OF THESE ELITE PROFESSIONALS?If so, as an IBM Business Development Executive, you will be responsible for:
Driving strategic plans, identifying potential opportunities and developing the tactical plans associated with those opportunities
Developing and driving the Call Plans to build relationships at all levels of the client organization to include key executives as well as evaluators
Working with our Market Intelligence/Competitive Intelligence Team to gather and understand all aspects of the client
Creating innovative ways to get in front of customers to identify their issues and pain points
Communicating client knowledge and domain depth and work with our team (i.e. Account, Solutions, Marketing, etc) to create points of view, thought leadership, case studies and events
Consultative selling, leveraging repeatable assets to design superior client interactions and experiences
Working from the beginning to the end of the sales cycle. Fully responsible for Opportunity Identification and working as part of a team during the capture, proposal and win/loss evaluation process.
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At least 7 years experience in the Federal Marketplace
At least 5 years experience in HSJS with an understanding of people, budgets, opportunities, initiatives and future direction
At least 5 years experience and proven track record selling business, strategy and IT solutions in this space
At least 3 years experience developing and engaging in client relationships and developing relationships to map to all levels of the internal organization
At least 3 years experience and demonstrated ability to creatively penetrate new accounts and develop new opportunities in those accounts
At least 3 years experience and demonstrated ability with working in a matrixed environment with the ability to influence account, solutions and sales support to get excited about pursuing an opportunity
At least 3 years experience and demonstrated ability to create key messages to be delivered to clients creatively in client calls, presentations and in proposals.