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Public Market Commercial Coach - Business Development Executive (374598BR)

Business Development




Texas, United States

IntroductionAt 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_The Public Market Commercial Coach assists GTS bid teams to develop strong and competitive proposals to clients. The coach will assist in the development of win strategies through competitive differentiation, value proposition development and relationship planning and execution. The coach will use in-depth sales skills, experience and business knowledge to assess clients' business issues and help the team maximize successful outcomes for client and GTS.__The Commercial Coach requires teamwork at the highest levels to define innovative and visionary concepts to support deal strategies. Bringing in the right experts and providing actionable feedback to teams to make GTS proposals stand out against competition.__The Commercial Coach has a vision of overall strategies, contributes to policy making and is recognized as an expert and leader. This role is accountable for the win rate and profitability of the deals. This role is responsible for quality output and value add for highly visible business development and qualified pursuits. The Commercial Coach understands the strategies of specific industries and market segments in which IBM chooses to do business, demonstrates an understanding of the overall marketplace dynamics, and assesses each competitor's current position in the market. The role understands the total market opportunity in terms of spend, growth, technology, capabilities, and environmental factors._+ Must be able to demonstrate strategic thinking, flexibility and agility.+ Must have the ability to work on multiple projects with conflicting deadlines.+ The ability to inspire and drive the engagement team and comfortably work at all levels within the organization.+ Develop an understanding of the pipeline and pursuit strength of each opportunity to assist in decisions about how to spend Bid and Proposal funds.+ Proven ability to help shape deals and improve strategies, value propositions, encounter plans and assess relationship and improve strength though coaching.+ Work across functions to build strong focus on dealing with competition and understand how to differentiate GTS against competitors.+ Understands and reports on how regulation and local requirements affect the market and customer needs.+ Reviews and reports on multiple sources of information to develop comprehensive assessments of industry situations and competitive strategies. This may include recurring reports on the industry, analyst reports, and competitor announcements.+ Partners with IBM's subject matter experts and stakeholders across the organization, to support ongoing analysis.Required Technical and Professional Expertise+ Fifteen years work experience in the IT services industry.+ Demonstrable experience in leading large deals.+ Expert in understanding and guiding market opportunities through deep market and competitive analysis.+ Ability to work across multiple business units and demonstrate past collaboration across functions and stakeholders to improve pipeline quality and win rates.For individuals who can rise to the challenge, this position provides high visibility and excellent career development prospects.Preferred Technical and Professional Expertise+ Client Relationship Management and understanding of P&Ls.About Business UnitAt Global Technology Services (GTS), we help our clients envision the future by offering end-to-end IT and technology support services, supported by an unmatched global delivery network. It's a unique blend of bold new ideas and client-first thinking. If you can restlessly reinvent yourself and solve problems in new ways, work on both technology and business projects, and ask, "What else is possible?" GTS is the place for you!Your Life @ IBMWhat 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.About IBMIBM'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.Location StatementIBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:*12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.*World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.*Well-being programs to support mental and physical health.*Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).*Select educational reimbursement opportunities.*Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.*Giving and volunteer programs to benefit charitable organizations and local communities.*Discounts on retail products, services, and experiences.This position is eligible for participation in an IBM sales incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change.We consider qualified applicants with criminal histories, consistent with applicable law.IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.Being You @ IBMIBM 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, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.