Introduction
Introduction :
A career in IBM Consulting is rooted by long-term relationships and close collaboration with clients across the globe.
You'll work with visionaries across multiple industries to improve the hybrid cloud and AI journey for the most innovative and valuable companies in the world. Your ability to accelerate impact and make meaningful change for your clients is enabled by our strategic partner ecosystem and our robust technology platforms across the IBM portfolio; including Software and Red Hat.
Curiosity and a constant quest for knowledge serve as the foundation to success in IBM Consulting. In your role, you'll be encouraged to challenge the norm, investigate ideas outside of your role, and come up with creative solutions resulting in ground breaking impact for a wide network of clients. Our culture of evolution and empathy centers on long-term career growth and development opportunities in an environment that embraces your unique skills and experience.
Want more jobs like this?
Get Sales jobs delivered to your inbox every week.
Your Role and Responsibilities
The Defense and Command Account Business Development Executive is responsible for growing IBM Federal Consulting sales within the U.S. Defense and Command Account (DAC) agencies associated communities to identify and shape opportunities far in advance. This is done primarily through relationships in U.S. DAC accounts, its current vendors, and their clients. Primarily focuses on the front-end identification and shaping of opportunities building an out-year pipeline following best practices including reporting pipeline progression, how to cull an acquisition forecast (incumbent, value, due date, capability), research and discover competitive posture, and support account fall plans (Strategy), identify account for penetration. The role continues in capture by ensuring the voice of the client is represented in our solutions and proposals. This includes building a pipeline of opportunities for the agency, participating in proposal teams, supporting the closing process, and working closely with various competencies within IBM to develop and drive service offerings to build account pipelines.
Required Technical and Professional Expertise
- At least 7 years delivering logistics & analytics business process solutions to DAC accounts.
- Ability to articulate technical approaches to non-technical audiences
- Demonstrated experience in knowledge of market, client & competitor behaviors
- At least 5 years experience in client relationship management, up to & including executive offices
- At least 5 years experience in demonstrating knowledge of the Federal procurement process
Preferred Technical and Professional Expertise
- At least 10 years experience with analytical & creative problem solving skills
- At least 10 years successful professional experience in Defense & Intelligence
- Demonstrated technical community leadership in capturing, developing and sharing knowledge with team members to raise competencies