Government Business Development Executive

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 ResponsibilitiesThe Government Business Development Executive (BDE) is responsible for the identification, validation, development, progression, and winning research business funded primarily by the US Federal government but including State and Foreign Governments. Success for this role is measured on new agreement signings and income generated for IBM Research. The Government BDE is expected to drive multimillions of dollars in signings and new income from those signings each year.The Government BDE forges and sustains successful strategic partnerships with government agencies, national laboratories, and systems integrators to gain a client's attention and trust, identify government research needs and objectives that align with IBM's research strategy.The Government BDE crafts potential new engagements, defines value propositions, articulates technical differentiation, and secures teaming partners where appropriate.The Government BDE applies experience in the various Government budget and the US Federal procurement and assistance agreement environment, the Government proposal process, consultative selling, client relationship-building and managing in a highly matrixed environment.In addition to the US Federal government, knowledge and experience in the processes of State and Foreign Governments is desirable.Responsibilities:*+ Identify new opportunities by analyzing industry strategies, technology shifts and business changes*+ Partner with the IBM researchers worldwide to drive new opportunities with targeted clients*+ Establish relationships and engage with clients to support opportunity pipeline and close deals for government income.*+ Provide subject-matter-expertise related to new research engagements*+ Generate client value proposition and gain client consensus*+ Develop and maintain a long-term sales pipeline, and progress opportunities through the pipeline*+ Lead and / or participate in client-facing sales meetings and own the sales responsibilities for the meeting*+ Develop and deliver client facing sales presentations at the executive and decision-making levelCandidate will have demonstrated sales experience in the US Federal procurement and assistance agreement environment as well as experience with State and Foreign governments.The candidate will have the ability to create a marketable offering out of an emerging technical capability. They must show they can lead, manage, and motivate a deal team over which they do not have organizational control. The government BDE candidates should have experience in consultative selling, building client relationships, leading sales efforts, leading meetings, and delivering presentations.Preferred Locations: Yorktown Heights NY, Washington DC, or San Jose CA, others will be consideredRequired Technical and Professional Expertise+ US Federal government salesPreferred Technical and Professional Expertise+ Research or research sales+ US Federal Acquisition+ US Security Clearance+ Foreign Government or State Sales+ US Citizen requiredAbout Business UnitWith more than 3,000 researchers in 12 labs located across six continents, IBM Research brings together hundreds of researchers who possess unparalleled industry expertise to address some of the world's most challenging problems. Join us as we do pioneering work in areas such as cognitive computing, augmented intelligence, quantum computing, and blockchain, to name a few.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 StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.IBM intends this job to be performed entirely outside of Colorado.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.