Business Development Executive - Defense and Command Accounts

Introduction
As a Business Sales & Delivery Executive you will support IBM’s consistent growth by bringing to the table your business development sales account management and delivery skills. Picture yourself working with a highly motivated highly successful team with a proven sales record in IBM’s top technologies. If you’re ready to bring insights and experience in areas such as IoT Blockchain and digital transformation we are ready to offer you a best in class career development.

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