Full Job Description
IBM Global Business Services (GBS) is a team of business, strategy and technology consultants enabling enterprises to make smarter decisions and providing unparalleled client and consumer experiences in cognitive, data analytics, cloud technology and mobile app development. IBM GBS empowers clients to digitally reinvent their business and get the competitive edge in the cognitive era in over 170 countries. Bottom line? We outthink ordinary. Discover what you can do at IBM.
Your Role and Responsibilities
The Public Service Sector consulting practice is a trusted advisor to federal, state and local governments, partnering to meet challenges and responding quickly to citizen demands, business needs, new economic conditions, and changing legislative priorities and policies.
The Client Solution Executive (CSE) is responsible for the development, capture and closing of complex solution and sales deals for US Public Service Sector State, Local and Education clients. This person will lead large, multidisciplined proposal teams and coordinate the formulation of solutions while integrating products and services required to meet client needs. The CSE may lead multiple opportunities concurrently, although typically in different sales stages. The CSE will be responsible for contract signings, expenses, and customer satisfaction targets for the deals they support.
Analyzing client’s business, goals, strategies, industry trends and directions to develop compelling value propositions for the client that result in a win
Building, positioning, and capturing opportunities/procurements
Formally engages and leads large 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
Developing the financial solution for a deal based on client requirements and the competitive marketplace while ensuring IBM meets its business and financial goals
Making decisions on the components that drive the deal strategy, managing possible tradeoffs to win the contract, with overall marketing responsibility for the final winning proposal to the client
Leading client negotiations to market proposed solutions to senior client executives, including Chief Executive Officer (CEO), Chief Financial Officer (CFO), Chief Information Officer (CIO), Boards of Directors, and Evaluation Committees; conducts customer negotiations and resolves complex contract negotiation issues at the senior executive level
Candidates are required to have an understanding of the State and Local client goals, strategies, industry trends and directions. The candidate has successful prior experience in a client solution sales role.
Required Technical and Professional Expertise
At least 5 years sales experience that has achieved new business and revenue growth
At least 5 years successful experience in business development and capture management in State and Local government
At least 5 years experience in proposal development
At least 3 years experience in client relationship management, up to and including executive offices
At least 5 years experience in demonstrating knowledge of State procurement process
Preferred Technical and Professional 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.