IBM Industry Executive in WASHINGTON, District Of Columbia

The Homeland Security, State and Justice Industry Client Executive is responsible for the growth, client relationships, P&L and Business Development activities of their respective territory within the IBM HSJS Account Space. This job may include ongoing identification, development, and assessment of opportunities (with other IBM units, other partners, and outside consultants as appropriate) and working closely with the IBM Business Development organization to capture new business and maintain base business to ensure customer success. The candidate will be responsible for the ongoing qualification of new opportunities in conjunction with the BD organization and recommend whether the opportunity should be formally engaged by an IBM sales engagement team, disqualified, or referred to another IBM provider.The HSJS Industry Executive will be responsible for or share responsibility for:

  • Maintaining a P&L for a specific set of accounts

  • Managing customer relationships within a specific set of accounts

  • Strategy for growing the HSJS customer space

  • Strategy for pursuing new white space

  • Customer Satisfaction across the HSJS customer space

  • Coordinating across IBM on Pipeline and Capture Management

  • Development, qualification, progression and execution with quality

  • Alignment with Federal Industry teams and Federal Sales and Growth team

  • Industry Eminence - Industry/client and domain depth, mind share generation, point of views, thought leadership, case studies, events (industry days conferences, marketing)

  • Client Experience - Consultative selling, value driven writing, ensure estimation consistency, leverage repeatable assets to design superior client interactions, experiences and solutions

  • Client Solutions - Client solutions definition and design, maturing offerings and collateral, provide headlights into skills and training forecast based on Market Demand

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  • At least 10 Years with C-Level relationships in the HSJS Market

  • At least 7 years experience in the HSJS market with a focus on business process, strategy and/or I/T solution development

  • At least 5 years working on major captures exceeding $50M in Total Contract Value.

  • At least 5 years with hands on proposal writing and orals experience.

Global Services