Business Development Executive- Department Of Energy

Introduction

A career in IBM Consulting is rooted by long-term relationships and close collaboration with clients across the globe.

You'll work with visionaries across multiple industries to improve the hybrid cloud and AI journey for the most innovative and valuable companies in the world. Your ability to accelerate impact and make meaningful change for your clients is enabled by our strategic partner ecosystem and our robust technology platforms across the IBM portfolio; including Software and Red Hat.

Curiosity and a constant quest for knowledge serve as the foundation to success in IBM Consulting. In your role, you'll be encouraged to challenge the norm, investigate ideas outside of your role, and come up with creative solutions resulting in ground breaking impact for a wide network of clients. Our culture of evolution and empathy centers on long-term career growth and development opportunities in an environment that embraces your unique skills and experience.

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, growth, qualification and bid of opportunities to secure new contracts across Federal Civilian accounts with a focus on the Department of Energy (DOE). 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 company's 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 year's 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