Director, Integrated Business Development - Chicago
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
The Director, Integrated Business Development in Chicago is responsible for new business development activities for IBM iX, focused on the acquisition of new IBM iX clients and assignments. This role leads creation and implementation of the business development plans, which includes IBM internal relationship-building, prospecting, lead generation and qualification, pitch strategy, presentation development and prospective client follow-up. The role will be based out of our iX Chicago studio, contributing to overall growth of IBM iX in North America, as well as helping to grow the geographic and industry focus of the office.
The Director position helps form and guide multi-disciplinary teams that lead RFI/RFP responses, inbound inquiries, and outbound targeting of new client relationships as well as contributing to overall iX North American sales enablement materials and tools. This role is responsible for providing day-to-day management of new client opportunities, while ensuring that IBM iX is well-represented with compelling, insightful proposals and timely follow-through.
This role reports directly into the Leader of the North American Integrated Business Development Team, with dotted-line alignment to Chicago-based Partners leading the Studio and industry focus areas.
Develops and implements a targeting/relationship-building strategy, which includes clients at different points in their digital transformation journey looking to accelerate progress in terms of digital strategy, experiences, and platforms.
Continually drives improvement in the new business (prospecting/RFI, RFP, pitch) process/operations and materials to optimize efficiency and best represent the IBM iX brand in the marketplace.
Helps form pitch/response teams made up of subject matter experts from across IBM and guides those team members to ensure that individuals collaborate to deliver winning proposals and presentations. Leads the presentation/proposal storytelling and guides production of pitch deliverables. Helps rehearse teams to achieve consistent excellence in competitive pitch settings.
Responsibly manages business development expenses (travel, conference attendance, subscription fees, prospecting materials, etc.)
Partners with IBM account teams and senior IBM iX practice leaders to identify and develop opportunities through existing relationships.
Monitors competitive landscape and market trends, identifying opportunities for differentiation.
Partners with iX marketing leadership to help shape thought leadership-focused events (e.g., Client Brand Summits, IBM conferences, IBM iX events and campaigns) with an emphasis on iX business development.
Contributes to "offering" strategy by partnering with the iX executive team regarding market demand and competition around key capabilities.
Ensures business development assets (offerings, pricing, pitch materials) are on strategy, differentiated, and accessible to the organization
Qualities/Skills Needed to be Successful:
- Demonstrated leadership skills and relationship-building experience
- Exceptional presentation and presentation coaching skills
- Excellent communication skills with the ability to create and present information in spoken, written, or visual form to a variety of audiences, from the internal team to client executives
- Ability to simplify complex ideas and communicate them concisely to a variety of audiences
- Able to multi-task and work well under pressure to meet tight deadlines
Required Professional and Technical Expertise
- Minimum 10 years of experience in marketing communications or related professional services industry
- Minimum 5 years of business development or growth-related experience in the digital space, (e.g., digital experience strategy, digital marketing, experience design, commerce, mobile, marketing platforms, etc.
- Minimum 5 years of experience with proposal and presentation development
Preferred Professional and Technical Expertise
About Business Unit
IBM Services is a team of business, strategy and technology consultants that design, build, and run foundational systems and services that is the backbone of the world's economy. IBM Services partners with the world's leading companies in over 170 countries to build smarter businesses by reimagining and reinventing through technology, with its outcome-focused methodologies, industry-leading portfolio and world class research and operations expertise leading to results-driven innovation and enduring excellence.
Your Life @ IBM
What 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.
IBM'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.
For additional information about location requirements, please discuss with the recruiter following submission of your application.
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.
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