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Job Details


Business Development Executive Workday

Business Development



Austin, Texas, United States

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
Are you passionate about transforming the talent agenda for Public Sector organizations in State and Local Government, and Education?
Are you skilled at articulating the value that Digital HR transformation initiatives (leveraging Cloud, AI, Automation and Data) will bring to Public Sector organizations and their people?

If so, join us! IBM’s Talent Transformation Consulting practice is 5000 practitioners strong globally, and we are leading the way with implementing exponential technologies that drive business value and empower the human experience. We are proud of our talented team, our respected reputation, and our outstanding results.
IBM Talent Transformation Consulting bring value to our clients’ business and their people by delivering:
  • HR Transformation initiatives leveraging exponential technologies such as Cloud, AI, Automation and Blockchain to drive operational costs reduction while delivering exceptional employee experiences
  • Change Management, Organization Design and Skills-related programs to support the transformation of a domain function such as IT, Finance and Supply Chain
  • Skills Transformation programs that help our clients identify and develop the right skills needed to operate and be competitive in today’s market and the future
  • Recruitment and back-office outsourcing services that enable our clients to hire faster and more efficiently with quality candidates, while reducing operational costs in the HR function

The Role

IBM Talent Transformation Consulting is seeking a top-performing experienced Business Development Executive for our growing Workday Sales organization. In this position, the candidate will use their extensive experience and well-honed consultative selling skills to develop long-term relationships with current and prospective Public Sector customers (State and Local Government, Education K-12). In this role, you will leverage IBM's unique service offerings and delivery methodologies and position IBM as the vendor of choice within these target markets.

Key Responsibilities:
  • Lead business development efforts for a defined market segment or territory within Public Sector
  • Work with our sector executives/leadership to identify and target potential clients
  • Develop an understanding of IBM Talent Transformation’s go-to-market strategy and offerings, and articulate the offerings to support client outcomes
  • Understand market segmentation of target clients and potential fit with relevant business processes, technology platforms, market offerings and ecosystems
  • Demonstrate understanding of patterns based on industry knowledge, relationships, prior experience, and market trends
  • Identify target contacts and relationships within potential clients and conduct initial conversation(s) to explore opportunities
  • Qualify opportunities and engage Public Sector lead and client account executives for follow up conversations as needed
  • Run a rigorous and disciplined sales pipeline including lead management, qualification, bringing established sales methods to the sales process
  • Lead and support the development of organized and differentiated IBM Workday offerings
  • Develop overview materials to support initial meetings/conversations for Workday
  • Lead preparations for advanced sales meetings and orals presentations during qualified opportunities
  • Identify opportunities (sole source/up for bid) and bring it to the business (functional) partners, evaluate opportunity alignment with client strategy
  • Identify and align appropriate IBM teams and resources to pursue, win, and manage opportunities
  • Contribute to pursuit processes by leveraging relationships for insights and influence, including determining “win” themes, aligning messaging with client needs, supporting proposal/orals materials preparation, and participating in the orals session as appropriate
  • Collaborate with Workday alliance, marketing and practice leads on messaging, events and eminence - both internal and external
  • Identify campaigns and events where the IBM Workday Practice can expand/enhance visibility at key events and in the market. Participate in relevant events
  • Identify key relationships across Workday products and sectors to benefit IBM’s Workday Practice
  • Utilize IBM eminence - including thought leadership content, events, trainings, conferences, and memberships – to build and enhance relationships

Required Technical and Professional Expertise
The ideal candidate for this role will have:
  • Strong sales management knowledge and experience in Public Sector
  • Proven consistent track record of generating pipeline and delivering multimillion dollar revenue year on year
  • Knowledge and understanding of Workday HCM, Workday Financials and/or FP&A packaged SaaS application implementation
  • Ability to develop and secure relationships with buyers, decision makers, influencers and other referral sources across a variety of industries
  • Experience in relationship building that increases account penetration and leads to increased revenue opportunities with existing clients
  • Ability to develop and utilize pre-existing network of clients or contacts in the marketplace
  • Experience managing internal sales activities to ensure consistent approach to marketplace across sectors and geographies

Preferred Technical and Professional Expertise
  • 10+ years’ experience managing complex Public Sector clients characterized by long sales cycles and significant dollar transactions
  • Experienced with a complex pursuit process, proposal development and oral presentations that win new business
  • Adept at making presentations and Executive level messaging
  • Ability to work in a multi-layered matrix organization serving many leaders
  • Travel up to 50%
  • Bachelor’s degree or commensurate work experience

About Business Unit
IBM Consulting is IBM’s consulting and global professional services business, with market leading capabilities in business and technology transformation. With deep expertise in many industries, we offer strategy, experience, technology, and operations services to many of the most innovative and valuable companies in the world. Our people are focused on accelerating our clients’ businesses through the power of collaboration. We believe in the power of technology responsibly used to help people, partners and the planet.

Your Life @ IBM
Wonder if IBM is the one for you? :
In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

About IBM
IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

Location Statement
IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to: - Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being - Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs - Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law - Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals - Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year. This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role. We consider qualified applicants with criminal histories, consistent with applicable law.

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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.