GBS: Business Development Executive (Financial Services Sector)
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
IBM Global Business Services. Business Development Executive Australia & New Zealand - Large & complex Deals
The Business Development Executive (BDE) is responsible for the ongoing identification, development, and assessment of cross - GBS service line opportunities, including strategic outsourcing, with key accounts. The BDE is responsible for developing extensive executive and senior management relationships in client organisations which leads to being viewed as a "trusted advisor."
The BDE develops an extensive portfolio of strategic services opportunities and selects the most attractive opportunities (especially sole source deals) based on proactive market screening, account targeting and business analysis techniques for potential engagement. They work collaboratively with other IBM units, other partners, and outside consultants as appropriate. They are responsible for the ongoing qualification of these opportunities and recommend whether the opportunity should be formally engaged by an IBM Global Services engagement team, disqualified, or referred to another IBM provider. The BDE owns the opportunity until formal engagement, facilitates the transition to engagement, and stays involved after engagement, as appropriate.
The BDE uses the full capabilities of the IBM Corporation to create, articulate, and sell an innovative and compelling buying vision and value proposition so that executives clearly realize the financial benefits and transformational value to their business offered by a relationship with IBM.
Develops and maintains comprehensive knowledge of all facets of the business development process within the cross Services portfolio of offerings, along with demonstrating strong financial, business, and industry insights and consultative selling skills that can be applied to opportunities across the business unit. Demonstrates high proficiency levels for industry, business and consultative selling skills.
Masters and applies expert knowledge of client's strategy, business priorities and initiatives to develop compelling and innovative buying visions, from IBM's broad solution portfolio, that will resonate with senior client executives to attain business unit, country/area or international objectives.
Maintains in-depth knowledge of key competitors' and potential partners' offerings, strategies, and plans. Effectively differentiates IBM offerings from competitive alternatives and evaluates potential partnership alliances to create customer preference for IBM offerings and enhance quality of each business development opportunity.
Collaborates and negotiates with team members and other IBM resources to define approaches and strategies to meet customer requirements and develops win / win solutions to specific tactical project problems and issues. Effectively collaborates and negotiates with multiple levels of client executive management.
Mentors others and engages in teamwork at the highest management levels of IBM, client and other business partners as needed to attain personal, team and IBM business objectives.
Plans and engages in substantive dialogues and very complex negotiations between IBM management, client management and other parties which meet business requirements and often result in long-term agreements and commitments.
Position Description - BDE Australia & New Zealand
Anticipates, recognises and addresses very complex problems relating to the business development discipline, client opportunities, and business unit measurements and business development metrics. Analyzes business situation and implements innovative solutions or develops new and creative approaches or procedures. Assesses risk in terms of business value and exposure to both IBM and customer.
Applies creativity and sound judgment in developmental work on very complex opportunities, defining sales activities, or other projects and initiatives within the business environment.
Leads teams of professionals and provides ongoing business and sales guidance for analysis and implementation of large, very complex, opportunities. Typically leads several opportunities concurrently.
Understands the mission and vision of the sales function within the business unit and geography. Utilizes expertise to directly influence people outside the business unit. Regularly participates in planning of sales strategies and objectives for business unit.
Responsible for accurate and timely forecasting of tactical and strategic business opportunities. Works closely with clients and IBM resources during the business development process, leads the analysis, executes the marketing strategy and makes final recommendation on pursuing engagement opportunities. Ensures effectiveness of overall linkages and execution of strategies developed.
Accountable for business unit objectives, including Total Contract Value (TCV) Signings and other business development specific measurements.
Required Technical and Professional Expertise
We are expecting excellent executive presentation skills, an ability to mask complexity, and understand the technical, business and financial levers behind each solution, as well as managing teams and managing client expectations.
Candidates should have track record of success with ten years of experience selling complex technology solutions to business buyers.
Candidates should have recent and extensive track record in developing and closing large/complex deals in Australian Federal and or State Govt Agencies.
Preferred Technical and Professional Expertise
same as above
Must have adequate working rights