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IBM Business Development Executive-Federal Market in San Jose, California


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

As a Business Development Executive(BDE) that is client-facing you will be guided by IBM's purpose – to be essential to its clients. TSS North America is seeking a BDE for their Multi-Vendor Services and existing Logo maintenance business. Role will also have some SaaS (Support as a Service) customers. Business Development execs are responsible for selling IBM Technology Support Services and Multi-Vendor Services offerings directly to customers and renewing existing, or winning back IBM Logo maintenance. They will be focused on winning net-new MVS business at clients and their territory will include specific clients in the Federal market. BDE’s's learn and maintain in-depth skills in the specialty offerings and are assigned to specific North American Accounts within the Federal market where they possess the sales and technical expertise required to conduct all phases of the sales cycle. They are responsible for closing the sale and winning the customer's satisfaction with the engagement and the offerings. The primary responsibility will be to sign net new business for MVS TSS while managing the leakage of IBM logo maintenance revenue.

You must be a self-motivated and dynamic leader that is comfortable with challenging the status quo.

Preferred Location: Eastern US(Washington DC is ideal location)


Leadership, social selling, new business hunting, negotiation, positive communication and a desire to move into management.


Professional knowledge of MVS maintenance strengths and weaknesses vs. other TPM (Third Party Maintenance) offerings. Understands IBM organizational resources, priorities, needs and policies. Must understand the MVS offerings, along with a proven ability to hunt net new EMC estate maintenance business and a strong deal close ratio to pipeline.


Guide other professionals. Adapt communications and approaches to conclude negotiations with various partners, resulting in common agreements. Business Development skills a plus as responsibilities will require creating new opportunities.

Problem Solving:

Analyze complex/new situations, anticipate potential problems and future trends, assess opportunities, impacts, and risks. Develop and implement solutions.


Leads multi-functional sales/solution teams in the area of MVS market development. Has vision of functional or unit mission. Influences people and organizations, including executive management, when issues are complex/difficult and require considerable diplomacy. Considerable latitude in responsibilities to define and decide on tools, processes, priorities and resources following general business unit directives. Recognized as an expert in their field. Often no precedent exists.

Impact on Business/Scope:

Accountable for projects or programs involving multi- functional, country-wide or regional teams. Responsible for overall functional MVS win the Industrial sector program success, including iSaaS (TSS Support as a Service). Activities are subject to business measurements, impact customer satisfaction, and impact functional, business unit, or country costs or expenses.

Required Technical and Professional Expertise

-Proficient in Microsoft office applications (Power Point, Word, Excel)

-Experienced in selling Maintenance/Technical Support solutions

-Experienced in the Federal market

-Demonstrated Leadership in cold calling and winning new clients

  • Successful track record of calling on C-suite and developing compelling value propositions

-Strong written and verbal communications

-Demonstrated ability to analyze complex/new situations, anticipate potential problems, assess opportunities, impacts, and risks in -the development and implementation of solutions.

-Strong Negotiation Skills

  • Strong Business Development / Hunting skills

-Demonstrated Deal Progression Management

  • Federal sales team leadership experience of 1-3 years required

Preferred Technical and Professional Expertise


About Business Unit

At 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 @ 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.

About IBM

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.

Location Statement

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 @ 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.