Business Sales & Delivery Executive - 24mth FTH, Melbourne
As a Business Sales & Delivery Executive, you will support IBM's consistent growth by bringing to the table your business development, sales, account management, and delivery skills. Picture yourself working with a highly motivated, highly successful team with a proven sales record in IBM's top technologies. If you're ready to bring insights and experience in areas such as IoT, Blockchain and digital transformation, we are ready to offer you a best in class career development.
Your Role and Responsibilities Business Sales & Delivery Executive - 24mth FTH, Melbourne
- Melbourne based
- 24 month FTH Your Role and Responsibilities
We are searching for an experienced Quality Engineering Practice Leader to join our team in Australia and New Zealand (A/NZ). Practices are the home for talent, instilling a sense of belonging and unified identity for our practitioners. Practices create a culture of continuous exponential learning, skill growth and transparency. Practices mobilize our practitioners to champion innovative solutions, providing thought leadership and service excellence consistently to our clients across the globe. What will I be responsible for?
Developing a strategy to grow the delivery of Quality Engineering services to IBM's clients across Australia and New Zealand.
Developing extensive executive and senior management relationships in client organisations which lead to being viewed as a 'trusted advisor'.
Identification, solutioning, and delivery of IT Quality Engineering services.
Leading IBM A/NZ's Quality Engineering Practice.
What will I be doing day to day?
Work collaboratively with both sales and delivery teams to identify, develop and close deals delivering Quality Engineering Services.
Understand the client's business problems and help explore the underlying opportunities for Quality Engineering Services.
Apply thought leadership, leveraging business and technical knowledge to generate client interest.
Advise clients on a comprehensive set of innovative quality and test services which provide scalable solutions for clients from consulting and transformation, to discrete test solutions up to integrated enterprise-wide solutions in small & multi-year engagements.
Develop and maintain comprehensive knowledge of the business development process within the IBM, along with demonstrating strong financial, business, industry insights and consultative selling skills.
Create, articulate, and sell an innovative and compelling buying vision and value proposition to enhance the client's perception of IBM and the competitive and strategic impact on their business.
Help the client to understand IT impact on the business metrics and role of Quality Engineering Services as an enabler.
Accurate and timely forecasting of tactical and strategic business opportunities.
Work closely with clients and IBM resources during the sales process, lead the analysis, execute the marketing strategy and make recommendations on pursuing engagement opportunities.
Execute against Pyramid and Practice Headcount targets by managing costs and maximizing client value.
Drive Practice community participation and engagement, fostering a sense of connectedness and energy among practice members.
Develop hiring plans to meet projected pipeline and strategic skills
Promote and adopt diversity and inclusion workforce programs
Identify and recommend talent resources in accordance to client's solutions and needs.
Manage performance, retention and attrition.
Define the training and development paths.
Manage practice utilisation.
Establish excellence in client delivery by investment in continuous improvement programs and solutioning from service delivery quality experience.
Define mechanisms to drive effective adoption of Process, Methods & Tools (PM&T). What skills and experience do I need to apply?
Experience developing and managing large-scale operational teams.
Strong, project management skills and the ability to proactively manage multiple changing priorities and deadlines.
Extensive knowledge of IT consultancy operations.
Proven track record of implementing operational process improvements.
Ability to independently make decisions that contribute to the success of an engagement and the best interest of the company.
Strong presentation and leadership skills required.
Experience with client relationship management, as well as front-line supervisor development.
Experience in large-scale development, implementation and maintenance and support projects with exposure and knowledge of testing processes, methods, tools.
Ability to drive improved testing automation excellence in a client environment.
Must be able to work and thrive in a fast paced, high intensity, high demand, and deadline driven environment.
Demonstrate a strong sense of urgency by responding immediately to escalated issues and rapidly changing priorities.
Must possess critical thinking, analytical, and problem-solving skills to be used in operational planning and evaluation.
Ability to deal with highly confidential information in a professional manner.
Experience with profit and loss management.
Excellent computer skills; advanced proficiency in Microsoft Office products.
Required Technical and Professional Expertise
Preferred Technical and Professional Expertise