Business Development Executive (w/m/x)

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
We are seeking an Business Development Executive with deep insights of our Solution Portfolio and a focus on specific industries to support our clients along their hybrid and Multi Cloud Transformation.

The Business Development Executive (BDE) has the responsibility for the ongoing identification, development, and assessment of the IT services business opportunities with key accounts and selected clients based on a proactive market screening, targeting, and business analysis in the context of managed Hybrid and Multi Cloud Services.

Business Development Executives develop extensive executive and senior management relationships in client organizations. They identify and develop the most attractive opportunities for potential engagements. They work collaboratively with other teams across IBM and with other partners and consultants as appropriate. They are responsible for the ongoing qualification of these opportunities and recommend whether to engage, disqualify, or refer opportunities to other IBM groups. They own the opportunity until formal sales engagement and facilitate the transition to an engagement team, and remain involved during the engagement phase, as appropriate.
Primary Measurement: Contract Signings performance; Business development metric such as, pipeline of well-qualified business.

Activities in Scope:

• Proactively identify, qualify and ensure proper hand-over of deals to Client Solution Executives (CSEs) after deals have successfully passed qualification requirements
• Work collaboratively with other business units, business partners, and Third-Party Advisors or external consultants as appropriate
• Lead pursuit teams during the deal shaping and deal development phase
• Oversee the development of business cases, Non-Binding Initial Estimate (NBIE) proposals and customer presentations
• Develop and execute win strategies and themes
• Develop compelling value propositions consistent with the client’s critical success factors
• Ensure relevant analysis, demonstrate the compelling financial rational for customers and the profitability goals over the lifetime of deals
• Develop visionary business value propositions on executive level, encompassing all lines of business
• Build effective partnerships with customers through senior executive contacts

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Required Technical and Professional Expertise
We expect the BDE to use the full capabilities of the corporation to create, articulate, and sell the buying vision based on an innovative and compelling value proposition, so that our clients clearly realize the financial benefits and transformational value to their business.

Skills:
The Business Development Executive will demonstrate the following transformational leadership behaviours – ‘walk the talk’:

• Construct cross-teams for agile collaboration, engage clients as co-creators, make the complex simple and the simple scalable
• Create a safe environment for breakthrough insights
• Accountability: proven solid track record in generating or signing large deals
• Experience with IT transition & transformation towards Hybrid and Multi Cloud target Operating Models

Communication/Negotiation:

• Teamwork at highest levels. Plan and conduct complex negotiations reaching lasting agreements and commitments.

Problem Solving:

• Anticipate, create and define innovative and visionary concepts in strategic environment.

Contribution/Leadership:
- Develops and implements product, market, business, or technology strategies with executive review. Has the vision of overall strategies. Contributes to policy making. Recognized as an expert and leader by members of a field, related functions, and multi -country organizations. Leads business unit, country, or international teams, conducts special projects, or manages functions or strategic departments.

Impact on Business/Scope:

• Accountable for international projects or programs. Responsible for committing multiple resources and achieving customer satisfaction, cost, expense, revenue and other business measurements of critical importance. Responsible for quality output/value add for highly visible products, services and future business development.

Years of experience: 5 Years

Preferred Technical and Professional Expertise

About Business UnitThis position sits within Global Technology Services (GTS) Infrastructure Services (IS). As announced in October 2020, IBM intends that the managed infrastructure services business of the GTS organization within IBM will become an independent company (currently known as NewCo) by the end of 2021, creating two distinct and powerful market-leading companies. NewCo has incredible potential, and we will unlock it together while we make history as a newly independent company that will be the #1 managed IS services provider on "day one" as a publicly-traded company. NewCo will be positioned for financial success with over 4,600 clients and approximately $19 billion in annual revenue. Drawing on the best of IBM, it will include our unmatched talent, the breadth of our services, an even broader ecosystem of partners, and our deep global client relationships. Please note: The final decision if this position will transition from IBM to NewCo is still yet to be confirmed.

Your Life @ IBMWhat matters to you when you’re looking for your next career challenge?

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.

Impact. Inclusion. Infinite Experiences. Do your best work ever.

About IBMIBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.

Location StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.

Being You @ IBMIBM 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, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.