IBM Business Development Executive - Cloud Application Services - SLED in Boston, Massachusetts
At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.
Your Role and Responsibilities
Cloud Application Innovation (CAI) is part of IBM’s Global Business Services organization, focused on delivering application management services and cloud application migration services for clients. The Business Development Executive (BDE) is a sales executive role responsible for pursuing new opportunities across one/multiple accounts within an assigned industry.
Role & responsibilities include:
Business development focused on application management and cloud innovation services
Establishing and maintaining executive relationships to position IBM in the sales territory (SLE) by analyzing client’s business, goals, strategies, industry trends and directions
Develops and executes growth initiatives by closely working with Lead Account Partners, Delivery Executives and other cross-brand teams
Generate SLE pipeline for Cloud Application Services
Responsible for developing pursuit strategy and integrate products and services required to meet client needs
Participate in coaching sessions and develop win themes for the pursuit
Provide guidance and leadership for solution design
Lead internal reviews to obtain executive approvals for deals and qualify them
Provide deal engagement oversight and guide extended team members as needed
Significant amount of time is spent on opportunity identification and qualification to achieve annual and quarterly signings & pipeline targets
Serve as the single point of client contact for the specific opportunity being pursued
Develops client deliverables such as a request for information (RFI), request for proposal response (RFP), and oral presentations as needed to identify/qualify opportunities
Effectively manages multiple client opportunities simultaneously
Exhibits thought leadership and forms strategic relationships to provide the client value (e.g., AMS efficiencies, market trends, regulatory support) while maintaining an effective partnership with the client's executive management and key individuals who influence client decision making
Success is measured by the following business metrics:
4 Quarter rolling pipeline coverage against target (New opportunity identification, validation, and qualification)
Industry meeting its quarterly signing targets
Prior experience in Sales and/or Business Development for Application Development and Maintenance services is required. Candidates should also be familiar and have experience in selling services that involve following techniques, technologies, and platforms:
Cloud/modernization advisory and consulting experience
Multicloud services experience
Agile application development and maintenance services
Cloud based delivery of Applications including DevOps and integration platform
Independent validation services
Application maintenance and management on Cloud
Migration services to Cloud platforms
Management of Enterprise applications OnPrem and/or in a Cloud environment
Typical candidate exhibits:
Proven leadership capabilities in a group environment
Effective communication and presentation skills
Self-directed and goal oriented
Strong project management capabilities
Ability to navigate multiple business units in a matrix organization
Experience in partnering with 3 rd party solution/product vendors
Well organized & Team Player
Industry Knowledge and Experience:
- Experience in dealing with State and Local clients is necessary to be successful in this role.
Required Technical and Professional Expertise
15-20 years experience in Information Technology services across industries
3-5 years experience in selling application management services in SLE
1-3 years experience in selling cloud related services that includes one or more of IBM Cloud, AWS Cloud, Microsoft Azure, Google Cloud Platform, etc.,
Preferred Technical and Professional Expertise
About Business Unit
IBM Services is a team of business, strategy and technology consultants that design, build, and run foundational systems and services that is the backbone of the world's economy. IBM Services partners with the world's leading companies in over 170 countries to build smarter businesses by reimagining and reinventing through technology, with its outcome-focused methodologies, industry-leading portfolio and world class research and operations expertise leading to results-driven innovation and enduring excellence.
Your Life @ IBM
What matters to you when you’re looking for your next career challenge?
Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.
Impact. Inclusion. Infinite Experiences. Do your best work ever.
IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.
For additional information about location requirements, please discuss with the recruiter following submission of your application.
Being You @ IBM
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.
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