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Business Development Partner (Healthcare Provider), Austin, Texas

Created05/04/2021
Reference12819029
CategoryOther Computer Related Services
Job typeFull Time
CountryUnited States
StateTexas
CityAustin
Zip73301
SalaryCompetitive
Introduction
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
Business Development Partner (Healthcare Providers)

Be part of this exciting opportunity as a Kyndryl Business Development Partner (BDP).
As a Kyndryl BDP for Healthcare Providers, you will bring together deep industry solution knowledge with the credibility and seniority to build trusted client relationships across the client CxO suite. This relationship driven role requires long term investment with a focused set of clients to convert strategic new logos into Kyndryl references over time. You will deeply engage with senior clients on relevant industry challenges and emerging trends. You will be seen as a leader within Kyndryl , you will contribute to the shaping of the organization culture post-split and participate in Kyndryl vertical IP development. Critical to this role will be a deep understanding of Healthcare Providers, the managed IT infrastructure markets, and a successful track record in hunting large IT services sales engagements.

We are seeking a high caliber individual to cover the breadth of responsibility outlined below:

Target & onboard new logos and expand client portfolio
Gather relevant vertical and market knowledge to forge relationships with buying offices of targeted clients
Identify and develop the most attractive opportunities (especially sole-source deals) for potential engagement with focus on shaping complex, multi-tower deals based on proactive market screening, account targeting, and business analysis techniques for potential engagement.
Drive the ongoing qualification of these opportunities and recommend whether to engage, disqualify, or refer opportunities to other Kyndryl groups
Will continue the client relationship beyond the end of the deal cycle in the long-term strategic nature of the role
Conceptualize and execute strong \u201cwin strategy\u201d to convert new clients/deals and grow the client portfolio
Learn, know and bring the \u201cbest of Kyndryl to client (offerings, use cases, etc.)
Collaborate with teams across Kyndryl as appropriate; support Deal Maker & Specialty Sellers in closing qualified leads
Develop pursuit strategy with Deal Maker or Specialty Sellers (depending on deal complexity)
On qualified deals: drive client discussions, own the end-to-end solution & support negotiations to closure
Drive client growth by developing extensive executive & senior management relationships in client organizations
Become a trusted client partner through consultative selling approach. Walk the halls; develop discussion materials
Understand client requirement & act as primary client contact for all escalations

Key attributes required for success:

Industry

Proven expert in Healthcare Provider and Managed IT Infrastructure markets; recognized as an industry thought leader
Possesses external eminence in relevant circles (e.g., industry board, certifications, networking group leader\u2026)
Demonstrated ability to engage with CxO-level clients on their industry challenges & trends
Firm understanding of Kyndryl competitor's tactics and capabilities for the requisite industries

Relationships

Proven experience in CxO-level client relationships
Ability to navigate independently through client organizations to get to the key decision makers
Gravitas & personal brand to be truly heard by CxO level clients
Connected in their market: able to open doors from past relationships

Leadership

Demonstrated expertise in leading/managing/winning multiple large IT and Business Line services engagements
Proven experience leading and shaping a large sales organization to generate pipeline
Demonstrated high level of business acumen and leadership through P&L responsibility
Ability to lead and manage across a portfolio of clients generating significant pipeline and signings for key industry clients (5-8 clients at a time)

Sales

Credible results in building and managing large IT services sales pipeline
Bold and entrepreneurial thinker: able to think outside the box and imagine / stretch to construct large opportunities
A strong consultative seller with significant experience in building senior relationships & partnerships
Masters and applies expert knowledge of client's strategy, business priorities and initiatives to develop compelling and innovative buying visions

Please note you initially will be employed by IBM until the exciting move to Kyndryl later this year.

Required Technical and Professional Expertise
Must have a deep familiarity with Information Technology Sales experience

Preferred Technical and Professional Expertise
5 years + within the Healthcare Provider industry
EmployerIBM

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