|Category||Other Computer Related Services||Job type||Full Time|
|State||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
The Defense Agencies and Commands Account Manager will be analyzing client's business, goals, strategies, industry trends and directions to develop compelling value propositions for the clients in the area of Fourth Estate that result in a win. They will work with the client and IBM's internal go to market teams in building, positioning, and capturing opportunities/procurements.
The role will formally engage and lead large 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. In addition, they will be key in the development of the financial solution for a deal based on client requirements and the competitive marketplace while ensuring IBM meets its business and financial goals. The role will be a primary point in making decisions on the components that drive the deal strategy, managing possible tradeoffs to win the contract, with overall marketing responsibility for the final winning proposal to the client. One must be recognized as a domain expert within the business unit responsible for providing unbiased, fact-based leadership and direction in designing bidding strategy recommendations, develop and articulate competitor technical solutions, Price-To-Win, price strategy, risk mitigation, and competitive landscape dialogue with executive and senior leadership and provides sound recommendations for capture and delivery.
Finally, they will support post-sales activities by performing post award analysis to identify lessons learned and trends for future opportunities.
Required Technical and Professional Expertise