Account Business Development Executive - Cloud Application Services
Location:
Remote
Posted:
February 24, 2018
Reference:
120721BR
Cloud Application Innovation (CAI) is part of IBM's Global Business Services organization and is responsible for delivering application development and maintenance services for client.  The Account Business Development Executive (BDE) is a sales and solution leader responsible for leading new opportunities across multiple accounts. 

Role responsibilities include:
  • Business development (Pre-Sales)
  • Establishing and maintaining executive relationships
  • Solution Design
  • Complex pricing which is translated as client value proposition
  • Contracting and Negotiations
  • Engagement Oversight
Success is measured by the following business metrics:
  • Signing (new contracts)
  • Total Revenue Growth
  • SaaS Revenue Growth
  • Pipeline Coverage (New opportunity identification, validation, and qualification)
Prior experience in Sales and/or Business Development for Application Development and Maintenance services is required.  Candidates should also be familiar with the following techniques, technologies, and platforms - including the applicability to IBM's clients to drive improved customer service and safety:
  • Agile application development and maintenance services
    Cloud based delivery of Applications including DevOps and integration platforms
    Analytics solutions including cognitive computing
    Application Development for Mobile technologies
    Security tools including ethical hacking and data privacy
Key job responsibilities include:
  • Develops and sustains executive relationships at assigned accounts
  • Achieves Annual, Quarterly, and Monthly Signings & Revenue Quotas
  • Develops and executes growth initiatives
  • Opportunity identification and progression
  • Serves as the single point of client contact for the specific opportunity being pursued
  • Exhibits thought leadership and forms strategic relationships to provide the client value (e.g., ADM efficiencies, market trends, regulatory support) while maintaining an effective partnership with the client's executive management and key individuals who influence client decision making
  • Analyzes client's business, goals, strategies, industry trends and directions
  • Develops client deliverables such as a request for information (RFI), request for proposal response (RFP), statements of work (SOWs), and oral presentations
  • Defines proposal format, tables of contents, develops proposal input per plan, authors final proposal ensuring consistency of content and integration, develops proposal risk assessment for review, schedules & leads the review, leads presentations to client, reviews & approves final proposal, participates in lessons learned activities, leads win-loss review, participates in due diligence
  • Integrates products and services required to meet business needs
  • Leads commercial and technical negotiations to senior client executives & stakeholders
  • Actively participates in developing the team's goals and managing to deliver the agreed upon objectives
  • Effectively manages multiple client opportunity
Additional characteristics which will help make candidate successful:
  • Strong leadership capabilities
  • Effective communication skills
  • Self-directed and goal oriented
  • Creativity
  • Well organized & Team Player
We are looking for the Account BDEs in the following Sector/Industries and Locations:
  • Industrial / Auto and Aerospace and Defense / Locations:  Los Angeles, CA or Southern California, and CT
  • HCLS / Heathcare  /  Locations:   Chicago, IL or Boston
  • Financial Services  /  Banking  /  Locations:   Boston, MA, San Francisco, CA, or Charlotte, NC (not NY/NJ)
  • Distribution / Retail /  Locations:  Chicago, IL or Philly
  • Distribution / CPG  /  Locations:  Chicago, IL or Philly
  • Communications / Media & Entertainment /  Locations:  Atlanta or NJ
  • HCLS /  Life Sciences / Locations: Chicago or Indianapolis                                          
Are you interested in taking the next step in your career? Apply today!

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