Business Development Executive- Department of Energy/ USPS

Introduction
As a Business Sales & Delivery Executive, you will support IBMs 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 IBMs top technologies. If youre 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
IBM is an industry-leading, award-winning provider of technical solutions for the federal government. At IBM, we specialize in providing agile software engineering, user experience design, cloud services, and digital strategy services that address government's most pressing missions. IBM delivers intelligent solutions and rapid results, yielding lower costs and measurable outcomes.

You...
As an experienced Business Development Executive at IBM, you will lead the identification, qualification and bid of opportunities to secure new contracts across Federal Civilian accounts with a focus on the Department of Energy (DOE) US Postal Service (USPS). The successful candidate will be responsible for leading the business development creation of opportunities in their accounts with an emphasis on the Territory Plans and Pipeline as well as lead the capture efforts for new business initiatives. The candidate must be experienced in securing large scale contracts as a capture manager and possess the skills and experience to lead and inspire the members working on pursuits. You will analyze client business, goals, strategies, industry trends and directions to develop compelling outcome- based value propositions that result in a win You will also have demonstrated success in gaining awards, and growing revenue, focused on multiple opportunities in the $25 million range or larger.

Essential Functions/Primary Responsibilities:

Work in a collaborative manner, with the IBM CTO, pricing, contracts, the line (Delivery Operations) and proposal operations organizations to create solutions responsive to the customer needs.
Formally engage and lead multidisciplinary teams in developing complex solutions for specific client opportunities and in developing client deliverables such as a Requests for Information (RFI), Requests for Proposal (RFPs), and Statements of Work (SOWs) or presentations.
Utilize IBM capabilities and insight on existing work; assist with the teaming with the right partners; assessing the viability and relevance of IBM past performance and key personnel and develop innovative and compelling solutions to meet customer requirements.
Capitalize on the companys established range of service offerings for Federal and Commercial customers, all delivered via industry best practices and processes.
Develop strategies with the respective capture pursuit team (i.e., win themes; management solution; technical solution; teaming; pricing); coordinate corporate resources; build teams of subcontractors; assess competition; present decision gate briefings to executive management; manage bid and proposal funding; from the decision to bid to the post submission phase of an opportunity.
Build, position, and capture deals by infusing commercial innovation and leading-edge technologies to each bid opportunity.
Coordinate with proposal development; contracts; pricing and oversee bid completions.
Utilize a disciplined approach to lead the capture process and to progress the PWIN and mature the capture of the targeted opportunities.
Meet with customers to learn their key requirements and show how IBM can meet their needs. Establish and cement long term client relationships that are meaningful to support new initiatives, potentially leading toward new opportunities with the client.
Work across the company to develop and implement win strategies to increase competitive advantages on bids and best position IBM.
Lead and negotiate teaming agreements and strategic alliances.
Work with the Solutions team to develop competitive solutions that meet customer requirements and hit the Price to Win.
Identify gaps and develops strategies to overcome weaknesses and mitigate risks.
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Required Technical and Professional Expertise
Minimum of 5 years experience selling within Federal Civilian Accounts such as USPS, DoE.
Knowledge of the Civilian agencies Programs and Orginization and how consulting/technology services can impact their missions.
Federal consulting services sales experience of 5 plus years
Preferred Technical and Professional Expertise

10 + years of technical selling experience to federal clients

About Business Unit IBM Consulting is IBMs 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 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 youll be able to learn and develop yourself and your career, youll 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.

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About IBM IBMs 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, were 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 its 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.