Business Development Executive - Strategic Sales

Introduction

Your Role and Responsibilities

The Business Development Executive (BDE) is a customer facing role responsible for dynamic and proactive market screening, opportunity identification, development and qualification of large innovative business services opportunities in Global Technology Services (GTS). The success of the BDE is ultimately measured by qualification and the Total Contract Value (TCV) of closed deals.
We expect the BDE to use the full capabilities of the IBM Corporation to create, articulate, and sell an innovative and compelling buying vision and value proposition so that our clients clearly realize the financial benefits and transformational value to their business offered by a relationship with IBM.

You will:

Develop visionary business value propositions on Executive level, encompassing all lines of business
Build effective partnerships with customers through senior executive contacts and with those who influence decision-makers
Create and lead multidisciplinary solution teams to develop solutions for specific customer opportunities ( 50M to 500M deals )
Ensure that solutions have been quality assured for a successful implementation and in compliance with IBM's strategy
Work collaboratively with other IBM units, other partners, and outside consultants as appropriate
Lead pursuit teams during the deal shaping and deal development phase
Oversee the development Business Cases, Non-Binding Initial Estimate (NBIE) proposals and customer presentations
Develop and execute win strategies and themes
Ensure relevant analysis demonstrate the compelling financial rational for customers and the profitability goals of IBM over the lifetime of deals
Proactively identify, qualify and ensure proper hand-over of deals to CSEs after deals have successfully passed qualification requirements

Required Professional and Technical Expertise
Information Technology with focus on Infrastructure, IT as Service and Hybrid Cloud Architectures
Outsourcing Framework, Proposal Management, Value Selling, Conflict Management, Contractual Change Management, IT Benchmarking Methods, Enterprise Architecture, Consulting, Negotiation Techniques, External advisor processes
IBM Portfolio, Contractual Law and Legal Regulations, Delivery Models
Market Knowledge: IT Services and Outsourcing (IT&BPO) markets, competitor portfolio and win strategies
Business fluent English and Dutch, French is a plus

Preferred Professional and Technical Expertise
First hand experience as an Engagement Manager within a similar organization
The development, management and integration of computer information systems
Business management experience, including contract management and Profit &Loss responsibility
Leading project teams in typical global, virtual, matrixed environment with regard to cross-sector and cross-market experience in outsourcing environments
Demonstrable experience in all aspects of the planning and delivering of proposals
Provide leadership and focus in line with the IBM Leadership Framework's disciplines to, for example, establishing management commitment; managing geographically dispersed engagement teams
Experience in working with international teams, dealing with conflict and working in different corporate cultures

About Business Unit

Your Life @ IBM

About IBM

Location Statement

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


Back to top