IBM Account Growth Executive - Healthcare Claims App Modernization in Washington, District Of Columbia
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
Cloud Application Innovation (CAI) is part of IBM’s Global Business Services organization and is responsible for delivering application development and maintenance services for client. The Account Business Development Executive (BDE) is a sales and solution leader responsible for leading new opportunities across multiple accounts.
Role responsibilities include:
Business development (Pre-Sales)
Establishing and maintaining executive relationships
Complex pricing which is translated as client value proposition
Contracting and Negotiations
Success is measured by the following business metrics:
Signing (new contracts)
Total Revenue Growth
SaaS Revenue Growth
Pipeline Coverage (New opportunity identification, validation, and qualification)
Prior experience in Sales and/or Business Development for Application Development and Maintenance services is required. Candidates should also be familiar with the following techniques, technologies, and platforms – including the applicability to IBM’s clients to drive improved customer service and safety:
Agile application development and maintenance services
Cloud based delivery of Applications including DevOps and integration platforms
Analytics solutions including cognitive computing
Application Development for Mobile technologies
Cloud Application Migration Services
Application portfolio optimization/transformation services
Key job responsibilities include:
Develops and sustains executive relationships at assigned accounts
Achieves Annual, Quarterly, and Monthly Signings & Revenue Quotas
Develops and executes growth initiatives
Opportunity identification and progression
Serves as the single point of client contact for the specific opportunity being pursued
Exhibits thought leadership and forms strategic relationships to provide the client value (e.g., ADM efficiencies, market trends, regulatory support) while maintaining an effective partnership with the client's executive management and key individuals who influence client decision making
Analyzes client’s business, goals, strategies, industry trends and directions
Develops client deliverables such as a request for information (RFI), request for proposal response (RFP), statements of work (SOWs), and oral presentations
Defines proposal format, tables of contents, develops proposal input per plan, authors final proposal ensuring consistency of content and integration, develops proposal risk assessment for review, schedules & leads the review, leads presentations to client, reviews & approves final proposal, participates in lessons learned activities, leads win-loss review, participates in due diligence
Integrates products and services required to meet business needs
Leads commercial and technical negotiations to senior client executives & stakeholders
Actively participates in developing the team’s goals and managing to deliver the agreed upon objectives
Effectively manages multiple client opportunity
Required Professional and Technical Expertise
Required Professional and Technical Expertise:
At least 3 years’ experience in one or more of the following: Cloud, Mobile, Testing, Cognitive / Automation
At least 2 years’ experience in consultative selling of Application Development and Maintenance services
At least 2 years’ experience in business development
Preferred Professional and Technical Expertise
Preferred Professional and Technical Expertise:
At least 5 years’ experience in one or more of the following: Cloud, Mobile, Testing, Cognitive / Automation
At least 10 years’ experience in consultative selling
At least 10 years’ experience in business development
About Business Unit
IBM Services is a team of business, strategy and technology consultants that design, build, and run foundational systems and services that is the backbone of the world's economy. IBM Services partners with the world's leading companies in over 170 countries to build smarter business by reimagining and reinventing through technology, with its outcome-focused methodologies, industry-leading portfolio and world class research and operations expertise leading to results-driven innovation and enduring excellence.
Your Life @ IBM
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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.
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